Working in the software market, one has to be acutely aware of the technology adoption cycle and its implications on company’s strategy at any given stage. B2B software marketing has been Eran’s area of expertise for over ten years, most of them spent in senior management positions with companies in this space. He now runs the MarketCapture consulting practice, helping software companies combine this kind of strategic awareness with hands-on approach to tactical execution of marketing programs.

When you develop mobile applications within the Compact Framework, usability is a key consideration.

In this article, we’ll try to add some detail and offer practical action items for sales and marketing when approaching prospects at various stages of readiness.

To do that, we’ll look at prospects at three stages along the buying cycle: latent pain, recognized pain, and action oriented.

About three years ago, I left a software conference believing that no future programming would be possible without a strong understanding of XML. XML has indeed come a long way since the early days, finding its way into even the deepest recesses of common programming frameworks. In this article, I’ll review the role and internal characteristics of the Microsoft .NET Framework API that deals with XML documents and then I’ll move on to address a few open points.