Enterprise Software

Software-Plus-Services Model Cuts Management Tool Sales Cycle to Less Than 12 Months

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Executive Summary

Independent software vendor The Online Workshop of Melbourne, Australia, specialises in building enterprise-class asset management software. With its new product SmartAsset, the firm wanted to offer its customers a range of deployment and payment options to appeal to more small and medium-sized businesses. It chose to develop the product with a software-plus-services approach through Microsoft, whereby software remains on the Internet and is delivered by broadband. The Online Workshop has secured its first new customer for SmartAsset with Antarctica New Zealand and has reduced its sales cycle from two years to less than 12 months. The SmartAsset deployment capability for the Microsoft Office 2007 suite won the inaugural worldwide Microsoft Office Business Applications Solution of the Year Contest in 2008.

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