Earlier this month I facilitated a series of software demos for an energy client. This was not the first time that the software vendor interacted with the stakeholders, or vice versa. We had several email communications, conversations and Web meetings among a core group of vendor and client representatives before the vendors ever set foot on site.
Selling software is about relationships and understanding needs. These interactions—in concert with a few critical documents—helped the two parties to understand each other, and helped to set both parties up for success.