Comments on: Why microISVs fail to sell. http://www.47hats.com/2009/10/why-microisvs-fail-to-sell/ Helping microISVs and startups succeed. Wed, 10 Mar 2010 18:37:23 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Bob Walsh http://www.47hats.com/2009/10/why-microisvs-fail-to-sell/comment-page-1/#comment-31694 Bob Walsh Wed, 28 Oct 2009 02:13:39 +0000 http://www.47hats.com/index.php/2008/02/18/why-microisvs-fail-to-sell/#comment-31694 Bob - The good news about your situation is that you have a market-tested product your customers love and if you can turn that 0.001% into 0.002% you'll be popping the champagne. Given that you are selling an add-in to Excel, the Gorilla you want on your side is Microsoft. If you haven't researched what they can do for you in the last several years, it's a whole new ball game. The key thing about Microsoft is there is approximately 140 (I kid you not) programs they are running to help their ISV partners. The trick is knowing which program will see your success as a "win", contacting that program and following up. Pat and I over at the Startup Success Podcast (http://startuppodcast.wordpress.com/) have half-joked thought about writing a "Microsoft Survival Guide for ISVs", it that convoluted a situation. Preserve - the results given what you are selling will definitely be worth it. Bob – The good news about your situation is that you have a market-tested product your customers love and if you can turn that 0.001% into 0.002% you’ll be popping the champagne.

Given that you are selling an add-in to Excel, the Gorilla you want on your side is Microsoft. If you haven’t researched what they can do for you in the last several years, it’s a whole new ball game. The key thing about Microsoft is there is approximately 140 (I kid you not) programs they are running to help their ISV partners. The trick is knowing which program will see your success as a “win”, contacting that program and following up.

Pat and I over at the Startup Success Podcast (http://startuppodcast.wordpress.com/) have half-joked thought about writing a “Microsoft Survival Guide for ISVs”, it that convoluted a situation. Preserve – the results given what you are selling will definitely be worth it.

]]> By: Bob Flanagan http://www.47hats.com/2009/10/why-microisvs-fail-to-sell/comment-page-1/#comment-31693 Bob Flanagan Wed, 28 Oct 2009 01:49:08 +0000 http://www.47hats.com/index.php/2008/02/18/why-microisvs-fail-to-sell/#comment-31693 Bob, I've been selling Excel add-in software for 12 years on the Internet. Your six mistakes are dead on. I'm looking forward to reading your book. I suspect it should be required reading for anyone selling anything on the internet. I have your other book, Micro-ISV, From Vision to Reality and it is great. The one question I have not been able to answer is how to profitably reach customers who don't know to look for your product. One can have the greatest web site, a fantastic set of products, fall all the right rules, but not be able to profitably reach customers. I'm reaching 0.001% of my customers and making money. But the other 99.998% are not looking, and advertising on Google and elsewhere only works when they are looking. And the sites they are on do sell ads, but its hard to compete on such a site against lead purchasers who pay $3 a click when one's breakeven is $0.50 per click. Any suggestions? Bob, I’ve been selling Excel add-in software for 12 years on the Internet. Your six mistakes are dead on. I’m looking forward to reading your book. I suspect it should be required reading for anyone selling anything on the internet. I have your other book, Micro-ISV, From Vision to Reality and it is great. The one question I have not been able to answer is how to profitably reach customers who don’t know to look for your product. One can have the greatest web site, a fantastic set of products, fall all the right rules, but not be able to profitably reach customers. I’m reaching 0.001% of my customers and making money. But the other 99.998% are not looking, and advertising on Google and elsewhere only works when they are looking. And the sites they are on do sell ads, but its hard to compete on such a site against lead purchasers who pay $3 a click when one’s breakeven is $0.50 per click. Any suggestions?

]]> By: 47 Hats - The Top 6 MicroISV Design Mistakes http://www.47hats.com/2009/10/why-microisvs-fail-to-sell/comment-page-1/#comment-28074 47 Hats - The Top 6 MicroISV Design Mistakes Fri, 22 Feb 2008 15:38:48 +0000 http://www.47hats.com/index.php/2008/02/18/why-microisvs-fail-to-sell/#comment-28074 [...] Mike Gunderloy, Pam Slim, Pat McKenzie and others recommend it - maybe you should have a look. Free Excerpt. More Info. Buy it now. These icons link to social bookmarking sites where readers can share and [...] [...] Mike Gunderloy, Pam Slim, Pat McKenzie and others recommend it – maybe you should have a look. Free Excerpt. More Info. Buy it now. These icons link to social bookmarking sites where readers can share and [...]

]]> By: Marshall http://www.47hats.com/2009/10/why-microisvs-fail-to-sell/comment-page-1/#comment-28007 Marshall Tue, 19 Feb 2008 23:22:16 +0000 http://www.47hats.com/index.php/2008/02/18/why-microisvs-fail-to-sell/#comment-28007 Great snippet of your book, I may just purchase it. I'll summarize the above by calling it a '1st Impression' that addresses the W.I.I.F.M. (What's in it for me) perspective of your visitors. Any business should keep in mind how their 1st Impression is fulfilling a customer's and client's feeling and needs (ie. secure, well organized, clean, etc.) about your company when they visit. There's an intrinsic impact and perception that your customer/potential customer takes away when interacting with your site, that if it's not clear how you'll help them, then they won't help you. Keep the 6 mistakes front of mind and you'll be on your way to building a brand and capturing sales. Great snippet of your book, I may just purchase it.
I’ll summarize the above by calling it a ‘1st Impression’ that addresses the W.I.I.F.M. (What’s in it for me) perspective of your visitors. Any business should keep in mind how their 1st Impression is fulfilling a customer’s and client’s feeling and needs (ie. secure, well organized, clean, etc.) about your company when they visit. There’s an intrinsic impact and perception that your customer/potential customer takes away when interacting with your site, that if it’s not clear how you’ll help them, then they won’t help you. Keep the 6 mistakes front of mind and you’ll be on your way to building a brand and capturing sales.

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