Beware the Cellophane Curtain

03 Mar 09 - Arthur Einstein

On the shelf next to the fax machine in my office sits a boxed piece of software called GOLDMINE, “The #1-Rated Contact Manager”.  Copy on the box says it is “100% Internet Ready!” and “Designed for Microsoft Windows 95”, which gives you some idea of how long it’s been sitting there with its cellophane shrink-wrap still unbroken.

As someone who spent years sweating the advertising that was supposed to make a sale, this makes me heartsick.  That’s because, I learned an important lesson along the way.    It makes no difference how the application is delivered – it can be downloaded, shipped in a box, or delivered as a web service - it isn’t really sold until it’s unwrapped, installed, integrated into the buyer’s business process, and used regularly.  

That is why we’ve just developed a Concierge Service to support our Longbow clients.
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