News Articles

May 22, 2009

Consultative Selling Works for Vendors and Customers in the Software Industry

RedPrairie Finds Success in Approach that was Somewhat Lost in Supply Chain Software Industry

Consultative Selling Works for Vendors and Customers in the Software Industry
By Dan Gilmore
Supply Chain Digest, May 22, 2009

Near the end of my Spring conference tour, I am recently back from the RedPrairie users' conference meeting in San Antonio.

It continues the string of what I would say have been generally upbeat and positive meetings that I have attended. The software industry is feeling the effects of the slow down like everyone else, but companies are still buying, especially if a vendor can help them better manage inventories.

In a meeting with press and analysts, RedPrairie CEO Mike Mayoras gave an impressive update on the company. After a string of acquisitions over the past five years combined with internal growth, the company is now at some $290 million in revenue, with very strong annual growth (24%) for several years through year end 2008.

But here was really the music to my ears: Mayoras attributed much of the success to a strong focus on “consultative” selling to customers. That’s not a surprise, as before he went to RedPrairie, Mayoras was CEO of consulting firm Digiterra.   Read more

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