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Table Of Contents

Where Winners Find Their Ideas
CHAPTER
How to Bottle Eureka
Step 1 – Sit Down
Step 2 – Stretch Your Idea
Step 3 – Make Sure Your Idea Is Well Defined
Step 4 – Open Up Your Concept
Step 5 – Check the Concept against Your Own Experience
Step 6 – Gather Your Inner Sanctum
Step 7 – You Are Only Human
Why Development Pays
Who to Ask
How Many People Must You Survey?
The Ethics
A Task for a Professional?
Framing the Questionnaire
What Might You Charge?
Sales Potential
Competition
Office Information
Sticky Questions
Types of Questions
Open Questions
Direct Questions
Comparative Questions
Non-Comparative Questions
The Likert Scale
Pre-Testing the Questionnaire
Methods of Contact
Personal Interviews
Who to Contact
How to Interpret the Results
What Features Would You Like It to Have?
Where Would You Expect to Find Such a Product?
Do You Know of Any Similar Products?
How Many Units Are You Likely to Sell?
Moving Respondents Nearer a Sale
To Sum Up
Sample Questionnaire
Improving Your Odds
Planning Takes Time Yet Saves Time
Think Backwards
Consulting Potential Users
Divining the Sales Cycle
Creating the Plan
Speaking the Same Language
Meetings
Circulate the News
Working Environments
Staff Relationships
Sharing Success
Corporate Stability
Freeing the Human Spirit
Advice
Money
✦Cash you will have to repay
Cash You Will Have to Repay
Cash the Business Will Have to Repay
Cash Invested in the Business
The Business Plan
The Management Team
Opportunity
Circumstance
Structure
The Executive Summary
The Elevator Pitch
Initial Placement Offering
Is It Worth Going After Venture Capital?
Help in Kind
Do It Yourself
The First P Is People
Get the Right People
A Wise Precaution
Small Is Beautiful
The Last P Is Process
Negotiating Change
Keeping Problems at Arms’ Length
Risk Management
The Time-Money Quantum
Rules to Block Disruptions
Commissioned Projects
Know When the Project Is Finished
Checklist
The Goal
Think, Discuss, Agree
Which Are the Prime Targets?
Sourcing Componentware
The Wider the Use, the Greater the Benefits
Be Aware, Things Are Changing
Multi-platform Development
Are You Experienced?
Strategy
Building the Team
Choose the Right People
Recruiting
Interviewing
Motivating Staff
Pay Structures
Equipment
Planning and Delegating Work
Inspection and Communication
Office Politics
Severance
Redundancy
Remote Workers
Promotion
Know Yourself, Know Your Team
Keeping Your Team
Obsessed about Quality?
How to Approach Quality
How to Classify a Bug
How to Measure Quality
Correctness
Reliability
Efficiency
Integrity
Usability
Maintainability
Flexibility
Testability
Portability
Reusability
Interoperability
Quantifiers of Quality Are Simply Indicators
Functional Characteristics
Function Point Analysis
Mark II Method
Feature Points
Bang Metric
3D Feature Points
COCOMO
Bugs
Version Control
Classification
Length
Number and Growth of Bugs
Bug Density
Discriminate Bug Density
How to Minimize Bugs from the Outset
Go Over Your Technical Plan with a Fine-Tooth Comb
Split a Large Project Up into Components
Base Things on a Daily Build
Create a Good Communications Environment
Testing for Bugs
Procedure
Test Plan
Self-Testing
Equipment for Testing
Internal Testing (Informal)
Buddy Coding (Informal Day-to-Day Inspection)
Objective Inspection
Consumer Trials
Open Up the Beta Testing as Early as Possible
Feature Logging
Release Criteria
Sign Off
You, Quality, and the Law
Installation Directions
Manuals and Help Systems
Alternatives to Print
The Alphabetical Approach
The Function Approach
The Task-Oriented Approach
Have You Covered Everything?
Don’t Forget to Document the Program Itself
A Few Tips about Writing in General
How Should You Set Your Writing Out?
A Picture Paints a Thousand Words
Little Things Matter
And Once You Have Written It?
Software Release Covers Everything
The Chronological Countdown
Types of Release and the Appropriate Actions
✦New product
New Products
New Versions
Interim Updates
Minor Releases
Release Issues
Strategic Planning of Release Dates
Which Day?
Aren’t Gold Disks Just for Pop Stars?
Web Site Uploads
Who’s in Control?
Stopping the Release Process
What to Do if a Release Goes Seriously Wrong
Apportioning Blame Helps No One
A Universal Solution?
Why a Company?
The Plusses
The Minuses
Before You Jump
The Corporate Vocabulary
What It Costs to Set Up a Company with Limited Liability
Professional Advisors
The Basics of Setting Up a Company
Who Can Form a Company?
Share Capital
What Happens Next?
How Many Company Officers Do I Need?
Shares and Shareholdings
Corporate Responsibility
Directorial Responsibilities
Corporate Administrator/Company Secretary Responsibilities
Record of Accounts
Pricing Theory
Gauging the Correct Price
What Is the Real Cost of Development?
Market Size
What Is the Market Able and Willing to Pay?
Direct Competition
Prices Set for Similar Products
The Value of Benefits Conferred on the User
What Profit Do You Want?
The Positive Effects of Advertising and PR
How Associated Products Can Increase Your Income
Price Bands
Never Undersell Yourself
Other Ways to Win Revenue
Critical Mass
Closely Related to Price Is Market Share
The Crux
Marketing
Write a Marketing Plan
What’s in a Name?
Branding
Establishing Your Corporate Image
Communicating with Your Public
Advertising
A Few Words of Advice
If You’d Like to but Can’t
Advertising Is Extremely Versatile
Choice of Media
Working with Lower Budgets
Exhibitions
Public Relations
Social Events
Evaluation Software for Journalists
Selecting Your Market?
Positioning Yourself in a Way People Can Grasp
Harness Your Strengths
Consider Some Variations on the Standard Sale
Shareware
Adware
Upgrade Ware
Third-Party Certification
Free Software
Competitions
Some Final Tips
Meet the Players
The Producer
Distributors
Web-Based Distributors
Dealers
End User
International Distributors
Large Retail Chains
Regional Sales Offices
Direct Salespeople
Multi-Level Marketing
Distribution Models
Direct Sales
Two-Tier Distribution
Three-Tier Distribution
International Distribution
Multi-Level Distribution
Third-Party Resellers
Selecting Distributors and Dealers
Margins
Terms
Who Does What?
Distribution Procedures
Managing Distribution
Are Dealers and Distributors Dead?
The Essence of Selling
What a Sale Really Is
Sales Costs
How to Approach Selling
Why Customer Relationships Matter
Similarities of Scale
About Viral Selling
Extracting Blood from a Stone
Managing Salespeople
Hanging On to the Data
Sales Analysis
Sales Teams
How to Spot a Potentially Good Salesperson
Rewards and Cautionary Tales
Training
Cold Calling
Software Can Do a Lot of the Donkey Work
Site Visits
Presentations
To Buy or Grow Your Own Contacts
Now Find Out What You Need to Say
Processing Electronic Orders
Dealing with Delays and Returns
What Support Can Do for You
The Price of Perfection
How Customers Think
Your Options
None
Help
E-mail
Newsgroups
Web Sites
Telephone and Video Telephone
Scheduling Support
Costs
Support Staff
When Should You Switch On Support?
What to Look for When Choosing Support Personnel
When to Buy in Your Support Service
Training Support Staff
Keep Your Programmers in the Loop
Measuring Support
Charging for Support
Making the Customer Feel Good
Using Feedback
The Other Golden Rule
Bank Accounts
Accounting Systems
Credit Cards
Credit Card Fraud
Use Third-Party Online Facilities
Invoicing and Credit
Credit Control
Downtimes Are the Norm
How to Spend Money
Success Sifts the Comets from the Stars
Selecting Your Next Goal
Learning from Your Own Success
The Real Driver behind Growth Is People
Top Management
Relocation without Dislocation
Turning on the Sales Tap
Expansion Abroad
Financing
In Conclusion
Consider a Cautionary Tale
Is It Too Good to Be True?
Have They Sent the Right Person?
Do They Have an Adequate Reason for Buying?
How to Spot a Trojan Horse
When You Make the First Approach
How Do You Run Your Business andSell It?
Heads of Agreement
Hassle
Be Prepared
Valuing the Firm
How Do You Maximize Value?
The Contract
The Deal
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software-that-sells-a-practical-guide-to-developing-and-marketing-your-software-project.9780764597831.21247

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Published by Girishwadkar1984

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Published by: Girishwadkar1984 on Feb 04, 2011
Copyright:Attribution Non-commercial

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