How to sell good software

On a more positive note. How to sell software, which is not crappy (this is
for business customers).

1. Make software, which is needed.
2. Offer trial periods.
3. Offer *long enough* money back guarantee (what is "long enough" depends;
how about six months for enterprise software?).

This technique would not necessarily work to ensure software quality for
large environment - too much time and effort would have to be invested in
the deployment and learning, and that by itself creates buy-in for the
crappy software.

Therefore,

4. Offer free services to install/uninstall software and to train people to
use it - an incentive to make software, which does not require training or
guided installation.
I thought about including a rebate for these services with the money back
guarantee, but that could be abused too easily.

None of the above is necessary in the absence of competition.

--
Oleh Kovalchuke
Interaction Design is the Design of Time
http://www.tangospring.com/IxDtopicWhatIsInteractionDesign.htm