Your product is built. Now it has to get through an enterprise buying cycle.
For boards and leadership teams at enterprise software companies: advisors who know how large enterprises evaluate, buy and run software, and how your product looks from that side of the table.
Enterprise buying processes
Enterprise purchases run through IT, security, finance, legal and procurement, each with its own veto. We help you align sales and marketing with how those decisions actually get made.
Customer needs into product strategy
What a customer asks for and the problem they need solved are often different. We help product and leadership teams see past feature requests to what drives value for enterprise clients.
Pricing and packaging
Pricing models that scale, packaging that reflects the value delivered, and services and support tiers that drive adoption and add revenue.
Support for retention and growth
Post-sale support decides renewals. We help you design support and customer success as a retention and expansion function that also feeds customer needs back to the roadmap.
Partner strategy
Systems integrators, resellers and technology partners can reach markets you can't reach alone. We advise on building, running and scaling a partner program that produces pipeline.
Why AJA
- Independent: an outside view, free of internal politics
- Both sides of the table: the enterprise buyer's mindset and the software vendor's operating problems
- Practical: advice aimed at revenue, retention and market position you can measure