Transcript
The “Try” StepThe Try Step
Randy Aimone
www BusinessPediatrician comwww.BusinessPediatrician.com
Bill Brelsford
www.rebar.com
“Do or Do Not“Do or Do Not‐There is no Try”y
‐Jedi Master Yoda
poor marketing humanoidp g
Pain
Grandfather of Modern Computing?
Lloyd ReynoldsReed College
Grandfather of Modern Computing?
Family of Modern Computing
Microsoft 1978
The Home Computer Industry
The Home Computer Industry
The Home Computer Industry
The Home Computer Industry, 2002
The Home Computer Industry, 2002
Microsoft ~95% Apple ~2.5%
Which would you choose for your family?Which would you choose for your family?
VS
• Apple Sold primarily to Schools• Apple‐ Sold primarily to Schools
• IBM‐ Sold to Corporations( d h h d f l )(and the thousands of clones)
Wh t did Th D i iWhat did The Decision M k b ?Makers buy?
Wh t did Th D i iWhat did The Decision M k b ?Makers buy?
Th D i i M kThe Decision Makers Alias: “The TARGET MARKET”Alias: “The People with the Money”Alias: The People with the Money
Obviously…
they kept buying the ugly IBMs.y p y g g y
Obviously…
they kept buying the ugly IBMs.y p y g g y
Why?!?!Why?!?!
•Fear of the unknown•Fear of the unknown
•Fear of the unknown•Fear of the unknowni i•Pain Aversion
•Fear of the unknown•Fear of the unknowni i•Pain Aversion
•What if... I choose wrong?
The Try StepThe Try Step• Doesn’t NEED to be free‐ just significantly lessDoesn t NEED to be free just significantly less expensive‐
• Gives a comfort level in your company• Gives a comfort level in your company
The Try StepThe Try Step• Doesn’t NEED to be free‐ just significantly• Doesn t NEED to be free‐ just significantly less expensive and easy to un‐do.
• Gives a comfort level in your business
• Lower Risk = less discomfort in doingLower Risk less discomfort in doing business
E i i ki ith fi• Experience in working with your firm
What if your software was free?What if your software was free?
How would you make money?•Support?•Consulting?•Consulting?• Installation?
• Whitepaper \ eBook– Focus on the business problem
– Case studies
– Industry examplesy p
• Webinar\Seminar– New Feature DemoNew Feature Demo
– Informational• 10 Keys to a successful implementation10 Keys to a successful implementation
• How to choose the product line that is right for your business
• Don’t forget to nurture
• Trial or EvaluationTrial or Evaluation– Barracuda Firewall Appliance example
• Discovery \ Design Process– "Try" doesn't have to mean Free
• Team up with a partnerTeam up with a partner– New tax rules
Information on health care law changes– Information on health care law changes
• Don't forget the Try stage when selling to existing customers
Following up…..
Randy Aimone‐ Randy@businesspediatrician.comy y p
Bill Brelsford‐ bill@rebarbusinessbuilders.com
& Your Own Duct Tape Marketing Coach& Your Own Duct Tape Marketing Coach
Slides available to download at:
www Businesspediatrician com/sagewww.Businesspediatrician.com/sage
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