Back To School

September is a good period for offering trainings to clients. In September, people have a more favourable attitude to education in general and most of the training courses start in September.

You may find convenient partnering with a University; some of the courses may not have been started yet, and facilities more easily available. You may host the training in student computer rooms.

To all the attendees a three months trial license should be offered. There is a chance that some of the free licences, would convert to annual subscriptions late in December, as Christmas gift.

Low-Touch, Golden-Touch

For some reasons intangible products (e.g. software) are often marketed like tangible ones (e.g. gas turbines). Same business model and also same costs: in case of an industrial software direct cost of sales hits 15.000€ per license.

Software sales cycle, can be managed in a more low-touch, low-cost way. Video presentations, webinars and canned web-trainings can avoid people travelling to the client site.

A web based meeting costs 30€. The same meeting on-site 600€. Some veterans think that a “physical” meeting is always worth the money spent. I think we should better ask the client, who pays the difference between the two.