Friday, April 21, 2006

segment: "IT is/is not a competitive asset"

We've been segmenting like mad lately - mostly on revenue - but here's a quick thought before they close the cabin door:

"How do you sell/package/price to a company that doesn't consider their IT department to be a competitive asset?"

The reason I ask is because I think this might be the "line of demarcation" between those who prefer to buy software vs those who would prefer to consume it like a utility.

I wonder how this shakes out by industy vertical too...

More another day.

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