SoftwareCEO - Software Innovation Awards

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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...

2008 Software Innovation Award Winners

Listed below are the 2008 SoftwareCEO Software Innovation Award winners.

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

The SoftwareCEO Software Innovation Awards recognize innovative software products and new business models in eight different categories.

Winners in each category are:

Company Achievement in Innovation
Company Name	Product or Service Name	Summary of Innovation
	intellispot	An automated system that delivers custom video ads to specific audiences

Most Innovative Enterprise Software
Company Name	Product or Service Name	Summary of Innovation
	SAVO	A system for sharing insights across a company to strengthen sales and marketing
	Splunk 3.1.5	An IT search engine that covers all the apps, servers, and devices on a network
	Experience & Performance Manager (EPM)	A system that precisely measures the user experience for enterprise apps

Most Innovative General Business Software
Company Name	Product or Service Name	Summary of Innovation
	Web-based Collaborative eLearning Development Solution	A web-based eLearning development system where everyone can work together
	SmartDraw 2008	An easy-to-use graphics program with automated templates that save time

Most Innovative Service/Business Model
Company Name	Product or Service Name	Summary of Innovation
	SAVO	A model for sharing insights across a company to help build sales
	Virtual Events	A model for holding virtual events like trade shows, job fairs, and training

Most Innovative Small and Medium-Sized Infrastructure Software
Company Name	Product or Service Name	Summary of Innovation
	Docufree	A system to automate AP by scanning checks, making bank deposits, and updating accounts

Most Innovative Software for the Software Industry
Company Name	Product or Service Name	Summary of Innovation
	OpSource Connect	A way to integrate SaaS offerings with one other and with legacy licensed apps
	Aladdin HASP SRM	A flexible suite of tools to support licensing and protect software and IP

Most Innovative Software Idea
Company Name	Product or Service Name	Summary of Innovation
	GreenPrint	A utility for saving wasted pages in printouts

Most Innovative Vertical Industry Software
Company Name	Product or Service Name	Summary of Innovation
	InSite	An IT system that brings ERP-like functions to mine managers
	PocketClock/GPS	A portable time and attendance clock for construction sites that uses GPS

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:

2009 Award Judges, Finalists and Winners
2008 Award Judges, Finalists and Winners
2007 Award Judges, Finalists and Winners

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