It sounds like most of what you've asked can answered rather simply: Have a decent sales crew.
1) Getting your first 10 customers to believe in your product is the difficult one. But, if you can poach a VP of sales from an ERP company and have him bring his Rolodex, you should be okay. How do you poach a great VP of sales? With the right incentives. And for sales people, that incentive is lots of $$$. If you offer a sales person a generous base salary plus 10 percent of a million dollar software package. They'll be knocking your door down.
2) This is an objection that a sales person lives to answer.
3) From a sales perspective, It's the software, and our solution dramatically reduces the cost and that pain.
4) From a sales perspective, your new ERP can be built by a group of semi-literate apes and a 486.
5) Developer sales. Google for Balmer Monkey Boy Video, you'll see what I mean. It's all sales.
6) Again, sales. You don't compete on price, however. BigCo CIO's want to spend a couple million dollars on a new software package that runs the entire company. And, if you spend a couple million, dropping the odd million to fine tune the software is icing on the cake. "Last quarter we delivered a great software package to run WidgetCo. This quarter we're going to customize it special for us." quoth the CIO.
It's all sales, my comatose_kid friend. All sales.
1) Getting your first 10 customers to believe in your product is the difficult one. But, if you can poach a VP of sales from an ERP company and have him bring his Rolodex, you should be okay. How do you poach a great VP of sales? With the right incentives. And for sales people, that incentive is lots of $$$. If you offer a sales person a generous base salary plus 10 percent of a million dollar software package. They'll be knocking your door down.
2) This is an objection that a sales person lives to answer.
3) From a sales perspective, It's the software, and our solution dramatically reduces the cost and that pain.
4) From a sales perspective, your new ERP can be built by a group of semi-literate apes and a 486.
5) Developer sales. Google for Balmer Monkey Boy Video, you'll see what I mean. It's all sales.
6) Again, sales. You don't compete on price, however. BigCo CIO's want to spend a couple million dollars on a new software package that runs the entire company. And, if you spend a couple million, dropping the odd million to fine tune the software is icing on the cake. "Last quarter we delivered a great software package to run WidgetCo. This quarter we're going to customize it special for us." quoth the CIO.
It's all sales, my comatose_kid friend. All sales.