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Software University

Next Class:

Value Selling Maturity: Key to Sales in Tight Times

July 23, 2009
9am Pacific, 12pm Eastern

What it's about...

Customers only buy if they can see the value in your offerings. Yet many ISVs are missing sales because they can't convincingly convey that value, despite widely-followed sales methodologies.  How do you successfully sell on value?

Learn about...

  • Why it's so hard to show and sell on value
  • The Value Selling Maturity Model
  • Creating marketing messages that fill the sales pipeline
  • Quantified value raises closing rates and prices paid
  • Qualifying on value economically increases sales call yield
  • Appropriate use of dashboards and calculators such as Web ROI™
  • Case study – increasing high-value high-tech sale
  • Conventional sales methodology approaches to value selling
  • Why selling on features/benefits gives low payback
  • Powerful Problem Pyramid™ gets the requirements value right
  • ROI Value Modeling™ method links costs to value
  • 10 seldom-recognized pitfalls that undercut most ROIs

So if your customers are telling you they just don't see the value...

Register today...

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Listed below are the 2008 SoftwareCEO Software Innovation Award finalists.


SoftwareCEO Innovation Awards

The Computing Technology Industry Association (CompTIA), the leading trade association for the world's information technology (IT) industry, announced the finalists for the 2008 SoftwareCEO Software Innovation Awards.

The SoftwareCEO Software Innovation Awards recognize innovative
software products and new business models in eight different categories. Award winners were announced at the Software Marketing Perspectives conference in Santa Clara, Calif.

Finalists by category are:

Company Achievement in Innovation
Company Name Product or Service Name Type of Nomination
Next IT Corporation for ActiveAgent™ Next IT Corporation Company
Visible World intelliSpot Visible World intelliSpot Software Product
Nexidia Nexidia Company
Print Audit Print Audit Software Product
Maximizer Software Inc. MaxMobile Software Product

Most Innovative Enterprise Software
Company Name Product or Service Name Type of Nomination
Splunk Inc. Splunk 3.1.5 Software Product
ICT, Inc. AcceleNet Software Product
Intermine

FileCensus

Software Product
Knoa Software Inc. Knoa Experience & Performance Manager (EPM) Software Product
Next IT Corporation Next IT Corporation for ActiveAgent™ Software Product
Q.Know Q.Know Enterprise Software Software Product
SAVO Group

SAVO

Software Product
Bit9, Inc. Bit9 Parity Software Product
JackBe Corporation JackBe's Presto
Enterprise Mashup Platform
Software Product

Most Innovative General Business Software
Company Name Product or Service Name Type of Nomination
BoardVantage, Inc. BoardVantage
Board Portal Secure Vault
Software Product
Central Desktop Inc.

Central Desktop

Software Product
Integration Point, Inc. Integration Point Software Product
Market2Lead, Inc. Market2Lead Software Product
SmartDraw SmartDraw 2008 Software Product
Boston College Center Boston College Center for Corporate Citizenship
Assessment Tool
Software Product
Rapid Intake Unison Software Product

Most Innovative Service/Business Model
Company Name Product or Service Name Type of Nomination
SAVO Group

SAVO

Software Product
Tax Technology Services

CertCapture - Exemption Certificate Management Solution

Software Product
Vitrium Systems docmetrics Software Product
Generate Corporation Generate gClick Service
TriActive, Inc.

TriActive Systems
Management On Demand™

Software Product
Unisfair Inc. Unisfair Virtual Events Service
SPS Commerce SPS Commerce Company
Skoach Skoach™ Software Product

Most Innovative Small and Medium-Sized Infrastructure Software
Company Name Product or Service Name Type of Nomination
eEmpACT

eEmpACT Software, Version 14.0

Software Product
InnoSource Business Solutions Docufree Software Product
BlueCat Networks BlueCat Networks: Proteus Company
HyperOffice HyperOffice Software Product

Most Innovative Software for the Software Industry
Company Name Product or Service Name Type of Nomination
Aladdin Knowledge Systems, Inc.

Aladdin HASP SRM

Software Product
Bomgar™ Corporation

Bomgar software, Version 10.0

Software Product
OpSource OpSource Connect Software Product
SourceKibitzer SourceKibitzer EyeQ Software Product
Accept Software Accept Innovation
Management Solutions
Software Product

Most Innovative Software Idea
Company Name Product or Service Name Type of Nomination
GreenPrint Technologies, LLC

GreenPrint

Software Product
Next IT Corporation

Next IT Corporation for ActiveAgent™

Software Product

Most Innovative Vertical Industry Software
Company Name Product or Service Name Type of Nomination
Autotask Corporation

Autotask

Software Product
Bullhorn, Inc.

Bullhorn On Demand
Integrated Front Office Software

Software Product
Gemcom Software International Inc.

Gemcom InSite

Software Product
Scivantage

Scivantage Maxit

Software Product
Greycon Ltd.

D-Opt

Software Product
Satori Group, Inc.

i-Performance

Software Product
Exaktime PocketClock/GPS portable time
and attendance tracking system
Software Product

Criteria for the awards include:

  • Scope - What business problem or opportunity does the software innovation address? What is the size of the problem/opportunity?
  • Impact - What practical results, such as sales, users or profits, has the innovation had on a software product or on the software industry? The innovation must be new and have both a current and future impact.
  • Novel - How does the innovation break with traditional ideas or processes?

For more details about the Software Innovation Awards, click the links below.

Finalists and Winners

Here are the finalists and winners from prior years: