Another good article from Selling Power. The long and short is if you are selling Web 2.0 style technology, there are some good things to look out for.
Before they get deeply involved in Web 2.0 technology, many companies will busily assess the social culture and processes in the current workplace, before using social software, and redirecting IT to give priority to openness, usability, people-centricity, and flexibility.
Therefore, if you’re involved in selling software that falls under the Web 2.0 bailiwick, your specific challenge will be to identify companies ready to make this transition and help them through the culture knotholes.
But there is good news.
For software vendors that successfully manage this feat, the rewards are likely to be substantial. Gartner estimates that the enterprise social software revenue market will reach $226.9 million in 2007 and will increase to more than $707.7 million by 2011, reaching a 41.1 percent compound annual growth rate (CAGR) from 2006 to 2011. Gartner further predicts that by 2012, the primary role of business networks will be to support social interactions rather than routine business transactions.
Rhymes with Cars 