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| The Monthly Journal for Venture Partners and Enterprise Software Executives |
| April 2009 |
In This Issue
 Measure and Manage Your Customer Profitability
You Vote: Sales people becoming CEOs – does it improve sales?
Success through Visualization
What Do You Do Now?
Executive Job Listings
Software Sales Jobs
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Hiring Software Sales People can be Fast and Easy.
Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company in the world, including Google, FileNet, BEA, Sybase, Computer Associates, BMC, and SAP has used SoftwareSalesJobs.com to hire software sales, pre-sales, and post-sales professionals. Contact us today to find out why.
Visit: www.SoftwareSalesJobs.com for more information or to request a demo. |
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Measure and Manage Your Customer Profitability
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| By Gary Cokins, Global Product Marketing Manager, SAS Institute Inc. |
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Business is no longer just about increasing sales. It’s about increasing the profitability from sales. It is not enough only to measure gross margin profitability for sales of products and standard service lines. Most products or service lines require fairly standard and predictable work activities that do not vary from month-to-month and are therefore not dependent on customer behavior other than volume. Companies should instead start to identify the differences in the cost-to-serve between different types of customers (called the fully loaded costs of serving a customer). |
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Success through Visualization
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| By Emmet B. Keeffe III, CEO & Co-Founder, iRise |
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Today’s challenging economic climate is keeping everyone on their toes. Companies must keep a close eye on their bottom line in order to keep operations running more efficiently than ever before. At the same time, customers are demanding more than ever from corporate applications. |
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What Do You Do Now?
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| By Ken Bender, Managing Director, Software Equity Group, L.L.C. |
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Mention at a cocktail party that you own and run a software company and people are still impressed – at least in places outside Silicon Valley. Software is clean, high-tech, sexy – and filled with storybook millionaires. However it may appear to outsiders, software is a tough business. Most software entrepreneurs are bootstrapped, with little or no outside capital. There’s fierce competition, and cost-conscious customers that place real pressure on prices and margins. |
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Read full article >>
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Executive Job Listings
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