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Enterprise Software companies should focus on building the product, have the channel build the solution

 

May 3, 2013

Enterprise Software Success Myth #6

Doug Hadden, VP Products

FreeBalance is a medium-sized Independent Software Vendor (ISV) with considerable success competing against very large Enterprise Resource Planning (ERP) vendors. We are sharing 16 lessons learned by bucking conventional wisdom to encourage industry innovation and creativity.

Conventional View

As described in the ”Customization” is increasingly used to meet end-customer needs. This customization is developed by this “channel” that may generate, on average, between 3 and 5 times the software license revenue.

Emerging Trends

Public Financial Management Good Practice GRP TCO by FreeBalanceGRP

FreeBalance Approach

FreeBalance has a different approach to “product” than legacy Enterprise Software companies. For one thing, we’re focused on solutions that meet government requirements. That means that products and methodologies need to be adapted and integrated for the government context. Specialization is a compelling advantage to customers faced with complex and generic ERP options.

  • FreeBalance is a fully “configured” solution with no code to add new fields of information, add validations, translate to another language, configure any system entity, determine mandatory fields and change workflow.
  • As a specialist that commits to government projects, FreeBalance adds any missing features to the core product to eliminate customization and upgrade costs.
  • FreeBalance works closely with channel partners to contribute to customer successes.

Good Practices in Government Resource Planning Vendor Specialization by FreeBalanceGRP

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Doug Hadden

Doug Hadden

Executive Vice President, Innovation at FreeBalance
Doug is responsible for identifying new global markets, new technologies and trends, and new and enhanced internal processes. Doug leads a cross-functional international team that is responsible for developing product prototypes and innovative go-to-market strategies.

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