02.27.08
Heavy Mental Traffic
There are days when I just have to accept that I don’t have the mental capacity to take everything in. I don’t offer this as some kind of excuse for not getting things done, but more as an acknowledgement to myself that I have limits and I know what they are!
Over the last few weeks is seems like I’ve had a blistering number of things to deal with and have struggled somewhat to keep all of these balls in the air. There does seem however, to be a break in the clouds up ahead and I think that I’ll make it! 
On of the things taking up brain space at the moment is how we work to promote the delivery of, previously on-premise installed, systems and applications as Services - expanding the SaaS principal and bringing it to those organisations who would not have
a) considered “buying” software in this way
or
b)would not have considered a CRM or Finance or ERP system at all due to the high implementation costs
The answer I believe - and it’s become pretty much a core of the sessions I’ve been delivering to, and the conversations I’ve been having with, hosters over the last few months - is to identify specific Services for specific markets, verticals if you like, and offer them effectively by focusing on how they deliver benefits. The technologies underpinning these services and solutions should, of course, be robust and effectively answer any concerns that may exist in this area, but they should not be used to sell the product - they are simply an enabler, nothing more.
If this can be positioned correctly and the right ‘education’ can be delivered as part of the marketing process then there is no reason why every business cannot take advantage of the best of the so-called Enterprise systems.
- J.
