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Enterprise Software Podcast interviewed Mike Griffith, Managing Partner of Alliance Solutions Group, about how he's achieved success as a VAR by focusing on construction and not straying from their vertical. Also on transitioning from selling legacy on-premises to cloud, subscription based ERPs.

If this topic interests you, it's a short <30 minute listen. If you're pressed for time and don't want to hear the news segment about things like Microsoft cutting out partners to sell Business Central directly to GP customers, you can skip past the news intro to Mike's interview which starts at 9:50 in.

Hope you find it helpful!

http://www.enterprisesoftwarepodcast.com/enterprise-software-podcast-episode-112-mike-griffith-with-alliance-solutions-group-on-var-verticalization/


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Darcy Boerio
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I would hope that many of us in here already tune in regularly to Enterprise Software Podcast to get the latest in news for our industry!

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Peter Wolf
Azamba Consulting Group
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I listened this morning and the comment from Mike Griffith which stood out the most was about telling stories. I find that once you have a decent number of customers in the same industry it becomes much easier to tell new customers stories about how you've helped someone just like them and how you would configure a system to their requirements using your knowledge of their industry.

Increasingly I think this is what customers are looking for. Most no longer are searching only for a live demo but want to have someone to tailor the system setup to the way that the unique needs of their industry.

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Wayne Schulz - Schulz Consulting - 860-516-8990
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------Original Message------

I listened this morning and the comment from Mike Griffith which stood out the most was about telling stories. I find that once you have a decent number of customers in the same industry it becomes much easier to tell new customers stories about how you've helped someone just like them and how you would configure a system to their requirements using your knowledge of their industry.

Increasingly I think this is what customers are looking for. Most no longer are searching only for a live demo but want to have someone to tailor the system setup to the way that the unique needs of their industry.

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Wayne Schulz - Schulz Consulting - 860-516-8990
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For me, there is nothing I hate more than trying to sell into an industry that I don't have experience with ( and haven't made a conscious decision to enter ). I got to the point where I just decided not to do it anymore and to refer or decline such work.

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Wayne Schulz - Schulz Consulting - 860-516-8990
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Original Message:
Sent: 03-13-2020 11:01
From: Bob Tobey
Subject: Podcast episode on Verticalization and Expanding into new ERPs

In the book,  Value Selling, this was described as "Outcome Envy".  It's a good selling strategy.

 

Bob Tobey | Channel Manager

o    678.627.0646 x231   |   f  678.627.0688

m  770.356.9395____________________

 

 

2617 Sandy Plains Rd., Ste B, Marietta, GA 30066

www.I-BN.com

Powerful Business Technology Made Simple

 

 

Original Message------

I listened this morning and the comment from Mike Griffith which stood out the most was about telling stories. I find that once you have a decent number of customers in the same industry it becomes much easier to tell new customers stories about how you've helped someone just like them and how you would configure a system to their requirements using your knowledge of their industry.

Increasingly I think this is what customers are looking for. Most no longer are searching only for a live demo but want to have someone to tailor the system setup to the way that the unique needs of their industry.

------------------------------
Wayne Schulz - Schulz Consulting - 860-516-8990
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