Trends in the Value Selling of Software
By Tom Cissell

There are a number of trends affecting buyers and sellers of software that have either recently developed or have evolved from trends that started a few years ago.  In this article, five such trends that are of particular interest to value sellers are discussed:
• A move towards collaborative justification
• It’s Getting Harder to Justify Infrastructure Improvements Without Using Benefits from Operations
• Customer’s demand for upgrade justifications
• Alignment of usage based license fees with customer revenue stream
• Use of sales coaches