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As an ISV, the sales cycle is paramount. As part of the sales cycle, one often competes for key customer wins. Sure, winning deals may come down to price, but if one gets the chance to compete head-to-head, one thinks they will win on value. The latest competitive bake-off pits one against the closest rival in both functional lab tests and pricing. But this time, one has an advantage: one built a software appliance. While the competitor spent a day and a half installing its middleware in the test lab, one created a software appliance image last week. While the competitor installed and patched the operating system, one already had the OS installed and configured with the latest patch levels.
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