sell hard and deliver little
(PRWeb UK) November 25, 2010
You may have noticed that some of the more enlightened members of the software industry have been working hard to improve their image recently. It used to be a place of “sell hard and deliver little” but such techniques do not suit the Internet age; customers have a nasty habit of going online and telling the truth.
As a result, sales techniques seem to be shifting to a more collaborative and reactive approach, especially when it comes to online services, as most vendors now have a blog, a feedback area and sometimes even a TV channel. Given the history of software sales, this sort of customer engagement is not an unwelcome development.
New HR service baseforpeople claims that it can take this approach one step further by working with HR consultants to design, set up and sell their software for them. It claims that its service is now simple enough that the consultant can deliver and sell it to their client without them being involved.
The reasoning behind its approach is simple, as product director, Tony Johnston explains: “We have learned from what some of the better vendors have been doing. They have a constructive approach to engaging customers in their service design. We took that on board and our service was largely designed by our target audience.”
“In our area, where many SMEs routinely outsource their HR we felt that we could combine this engagement with the ability for a consultant to set-up the service and deliver a service without us. We just provide simple tools to allow consultants to make that happen in seconds.”
The company claims that the end result is a service where the consultant ends up selling the software to their client. If this approach seems like a modern twist on a traditional channel approach then that is probably not surprising: several of the executives behind the service have come from the software giant, Sage where a channel approach has been successful for years. baseforpeople is so convinced of this route that it has decided not to sell direct at all.
“We think it is more than just a reseller channel approach.” says Tony. “While nothing is ever completely new, it has not yet been possible to make software simple enough for a non-technical consultant to help design, set-up and profit from the service. We can do that now.”
The new service launches in the UK at the end of this month and worldwide shortly after that.
For more information, go to: baseforpeople