Fewer hurdles


One of the best sales guys I know told me that a large part of the sales process is removing objections on the part of the buyer. I guess one of the best ways of removing objections is by gettting rid of hurdles before they become objections.

MyMicroISV has an interesting post on 13 Fewer hurdles = more micro-ISV sales. I whole heartedly agree witht he items he lists. It amazes me (not just online, but in the real world) just how hard businesses sometimes make it to buy thier products. A case in point would be when I bought my current Tablet PC. It took (seemingly) forever to find a way to buy, mostly because the vendor seemed only to want to sell as part of vertical solutions. A consumer wanting to buy a tablet just did not seem to fit thier model (I think that this is a problem with the whole Tablet PC marketing scheme, but that’s another story).

When thinking about removing these hurdles, it occured to me that the same philosophy cold be applied to software design. How many of the programs do we continue to use which annoy the heck out of us, only because they are the only option, or the least annoying option? How many opportunities exist for just, plain good software, that does what it is supposed to do, without annoying the user? This goes back to what we all used to be taught as part of our first-year programming courses: Keep It Simple, Stupid! (I wonder, do they still teach this?).

There is a very great focus now on adding features, making things prettier, going for the latest whiz-bang bells and whistles, when in reality, what is most needed is software that just works, and does so without being annoying. This seems to be a great opportunity for the Micro ISV model.

 How hard can it be?

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About

I have been working in the world of technology for 25-odd years. I am an entrepreneur and consultant, focused on software solutions, social networking, and innovation processes. Currently, I am a Principal Consultant with T4G Limited, specializing in Portal Technologies (including SharePoint), software/systems development, service oriented architectures, and many other things which I will probably not remember until I need to use them. Prior to that, I was VP of Technology at Whitehill Technologies, Inc., where I spent almost 9 years helping to grow the company from a start-up to one of the most successful private software companies in Canada. Prior to that I worked on internet conferencing using early VoIP, and on large military communications projects. Before even that, I worked in satellite control, and remote sensing. Going way back to university, my focus was on theoretical physics and astrophysics. Currently my interests revolve around most aspects of software development, from technologies to management, and in the area of defining sustainable, repeatable processes for innovation within technology organizations. I also have a particular interest in Tablet PC technologies – I have been using one for several years, and I love it. On the personal side, I still have a strong interest in all aspects of science, especially physical sciences, as well as philosophy and comparative religion. In addition, I am into music, playing guitar (badly, I am sorry to say), and reading almost anything I can lay my hands on. I am also a member of the IEEE/IEEE Computer Society, and of the Association for Computing Machinery.

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Please keep in mind that any opinions, points-of-view, comments, or other content which I post to this site are mine and mine alone. They in no way reflect the views of my employer, my country, my dog, my cat, or anyone else you can think of. To paraphrase Monty Python, "That is the theory that I have and which is mine, and what it is, too."

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