You're post is very broad making it difficult to respond with too many specifics. First I believe you must develop a strategy that addresses a specific aspect of the overall market -- some questions to consider:
1) Do you want to target a specific vertical industry or provide a horizontal solution? What expertise to you have in a specific vertical or with a specific type of horizontal business solution?
2) Do you want to focus on developing and selling software (doing installs, etc. to back up your software business) - or - do you primarily want to be a services business providing software consulting? (Your post seemed unclear in this regard)
3) What about the competition -- Who are they (in the vertical or with the horizontal solution) and how will you position your company with respect to other companies offering similar solutions/services (better software, better price, etc.)?
To dig deeper is really difficult with such a broad question. I would add though that there is a wealth of information available about the software industry (marketing, sales, pricing, etc.) available on SoftwareCEO -- an investment in being a SoftwareCEO site member, or CEO Circle member, would pay itself back many times over with good, useful advice that will both make you money and save you money.
Categories: Strategy and Leadership
I am a new user of this site. I have joined here with lot of expectations. I need your worthfull suggestions from you people.
Let me introduce myself. My name is Krishna, an MBA Post graduate in Marketing, stay in Mumbai. I have around 7 yrs of marketing experience in Telecom industry and presently I have my own software company started 2004 (consulting, outsourcing and projects).I have started with 80 k, now it is in lakhs with good infrastructure,IĀ?m trying my level best to keep my company in good position in present scenario.
My dream is to make my company one of the leading Institutions in the IT industry.
Right now IĀ?m doing small projects in Web development and web maintenance but I want to go ahead, I donĀ?t know how to get the long term project clients for my company.
I have good technical experts and we know software development. I want use my expertise as a business.
I have good office setup, staff, computer network and other necessary things.
I want to know from the experienced chaps over here, what I should do to make it possible. How can I get the projects, who can continuously provide the projects to my company from different clients or how can I get a client for a long term project. Or is it a good idea to starting my own development product in ERP/CRM.
Sorry If I am at a wrong place to ask such question.
Please help me out answering my questions.
Thanks & regards
I have my own software company started 2004 (consulting, outsourcing and projects).
How can I get the projects, who can continuously provide the projects to my company from different clients or how can I get a client for a long term project.
First, I think you need to clarify in your own mind what you are. You are NOT a software company. You are, by what you describe, a SERVICES company. Very different approaches to building a company e.g business models.
A software company is driven by a product.
A services company is driven by inherent knowledge and ability to either transfer that knowledge, or execute based on that knowledge. Your TIME is basically what you are selling, not a product.
To grow a "service" business, particularly in a place like India, which seems to have an over abundance of companies similar to yours, you will need to be very cunning from a marketing perspective. Because your biggest obstacle is becoming a commodity, indeed, you probably are a commodity in a crowded market.
Differentiate yourself, build contacts far and wide. A service business is based on relationships. Grow your relationships with whom you can potentially do business with. Build credibility. Demonstrate a track record. Offer something which the hundreds of other companies claiming to do the same as you, don't do. Look for opportunities. Promote yourself.
I am sure you are aware of all of this, and I hope I understood your question correctly. But it seems, your problem has little to do with software per se, but how to sell your services.
Some very good points were made by the two folks who responded. Those are great questions / comments. Can't really add much, other than an example of a staffing/resource issue that you will need deal with as owner of the company...
You stated: "I donĀ?t know how to get the long term project clients for my company." Although you've had 7 years marketing, it sounds like you need to learn, hire or align yourself with someone who knows how to sell. Much different than marketing".
Hope this helps.
I have two other points to add to the good advice already provided:
o Don't Build A CRM/ERP Software Product - Starting from ground zero--which sounds like where you are--in building a product for the ERP or CRM markets is a Herculean task. The traditional providers of software for ERP/CRM, those who sell licenses, are in a saturated slow-growth markets. So you don't want to do that.
The growth lies with software companies providing software in a different way: as on-demand services companies like Salesforce.com, Netsuite and Rightnow Technologies or as Open Source services companies like SugarCRM. I suspect that right now you don't have experience in building either of these type of software businessess. So this doesn't look an attractive path.
As others have pointed out, if you indeed want to build a software product company, which as Dubicki points out is very different than a software services company, you would need to identify some unmet need in the market place and seek to fill it.
o Gain Business Experience First By Joining A Successful IT Services Company - If you do want to build a leading institution in the IT Industry, I would suggest an alternate different path that may allow you to reach your dream faster than the path you are on.
Join a successsful Indian IT services company and rise to the level of what we would call a partner; someone who has responsibility for some specific area of expertise and runs that part of the consulting business. You will learn much about how to run a successful services company and you will gain an expertise in some needed area of IT services.
Then go off and build you own firm with the knowledge you gained.
Brian Turchin CEO/Founder Cape Horn Strategies, Inc. Helping CEOs Increase The Value Of Their Businesses [url]www.capehornstrategies.com[/url]