Whether you want a partner who is local or whether you’re happy for them to work remotely. This is often a personal preference. Local partners will limit your options, but some people prefer regular face-to-face interactions as opposed to video calls.
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When businesses wanted to buy software pre-internet, they would physically buy a CD-ROM, install it on everyone’s computer and pay a licensing fee. Like so many sectors, the rise of the web turned things on its head. Software as a Service (SaaS) is a way of delivering software online, paying a monthly subscription without installation costs. Since the rise of Salesforce in the late 90s, the SaaS market has exploded. Lower costs, greater access to cloud storage and increased speed have moved the market away from an enterprise-only concern to a space open to businesses of all sizes.
Introduction The world is full of myths, from fake news to faux facts. Mount Everest is not the world’s tallest mountain, The Great Wall of China can’t be seen from space, and the word “sushi” does not mean “raw fish”. (It’s the vinegared rice on which the fish was traditionally served, and it’s spread to mean the sour taste of the rice - so it describes the flavour of the dishes, not the dishes themselves.)
To sell anything effectively, it pays to understand the people who are likely to purchase it. If you’re trying to sell fish, for instance, the way you sell it to a Michelin-starred restaurant will be vastly different to the sales pitch to a zoo looking to feed their penguins. One is concerned with quality, the other is all about price (unless they have a particularly fussy Emperor in their enclosures). Building a business to sell is no different. To get maximum value, you need to know what a buyer wants and is willing to pay for it. The answer is multi-faceted: from positioning via industry benchmarks and perfecting your brand to attracting and retaining talent through your employer brand. In this series, we’ve previously discussed these areas and how marketing can help you build value, but one key element remains.