There are only two types of enterprise software:
- Software that buy IT departments, and
- Software that buy people from a Busines s Unit.
In the first group you can find the “usual suspects”: Oracle, Microsoft, IBM, etc… IT departments usually buy something that they can use for more than one project – they don’t buy an Oracle license and setup a different database server for every application.
Usually it is difficult to sell something to an IT department; but there are some opportunities as well: it’s usual to see shrinking IT budgets even in “good” years – price and/or total cost of ownership is an important selling point here. New, disruptive technology (that affects TCO) can also make you sell something; but it’s harder to justify.
Selling to the second group – Business Units – may be easier to sell to an IT department. Usually Business Units don’t manage their own IT (there are some exceptions, but this is he rule); instead BU people consume IT services from the central IT department and they hate it because IT is not flexible enough form them. Remember that word: FLEXIBILITY is your primary selling point.
A Business Unit will buy all hardware, software, or services they need to do the job. They don’t expect their recently purchased 24-core server / great new project management software is able to do more that they initially asked for. They had a problem, figured out a solution, and bought it. Period.