Business Development in Software and Solutions

[bharadwajsaurav]

Hi,

I am an MBA from India, with specialization in Marketing and have been working with a software solutions company as a Business Development exec. I do not have any formal degree in computers and face several dificulties in dealing with technical aspects related with understanding of client's requirements - and all. Otherwise, thinks seem to be happening fine - I mean am able to generate business for the company.

I feel I will need to get a formal degree, can any one suggest me (preferably a short duration diploma) and I dont want to learn programming and all that stuff - please. I am basically into web solutions and all.

What do you guys suggest? I would really appreciate an advice

Thanks,
Saurav

[mike]

Hi Saurav,

I'm a fellow business development manager for a web solutions company.

The technical aspects of websites are pretty straight forward. Instead of taking a course in it- I would suggest just doing research on your own about it. Ask the development manager to describe the life cycle development process to you- how they do things, why they do things, how it works.

As far as the client's requirements- they have business needs as oposed to technical needs, so you don't really need technical expertise to understand their requirements.

Get to know your company's products and capabilities better by reading the white papers and asking questions of the programmers instead of taking a course.

[bharadwajsaurav]

Hi Mike,

Thank you for the advice. I think I do have a good understanding in terms of the business domain and can interact well enuf to understand the clients problems. But certainly I can do some more research as you have pointed out and very correctly so. Could you suggest me some general stuff that I could read to develop a stronger perspective on this. Anything that might help me?

Thanks a ton

Regards,
Saurav


Hi Saurav,

I'm a fellow business development manager for a web solutions company.

The technical aspects of websites are pretty straight forward. Instead of taking a course in it- I would suggest just doing research on your own about it. Ask the development manager to describe the life cycle development process to you- how they do things, why they do things, how it works.

As far as the client's requirements- they have business needs as oposed to technical needs, so you don't really need technical expertise to understand their requirements.

Get to know your company's products and capabilities better by reading the white papers and asking questions of the programmers instead of taking a course.

[mike]

Hi Saurav,

Unfortunately- I can't suggest any books to you- I'm in a different boat than you are- I started out as a developer- then after pleading and crying by the sales manager I traded in my cargo pants and T-shirt for Khakis and Button down :) So when I walked into the sales role- I had a depper udnerstanding of the technology than many of the developers in the company.

Anyways- I'd say talk to your development manager about what books could give you some really good technical knowledge. He or she will point you in the right direction for your specific product- for example- if you do a CRM solution- he can give you CRM related books.

An additional bonus and something I certainly remember from my days as a coder- a criticism of the sales people is that they had no understanding of the technology. Showing initiative and approaching the developers with questions and wanting to know more will gain their respect for you- which will pay off when you become the Operations Manager or CEO.

[philipwhite]

As someone who enjoys wearing cargo pants to work every day, I'd have agree with you. Its not a sales only phenomenon. I have a few people in sales that are pretty good with computers and some who aren't.

I don't think you alone in your switch from IT to sales Mike. I know a lot of people in IT that are so fed up with it that they look for any way out.