EnjoyTech

Since SAP announced to acquire Concur and eventually closed the acquisition for $8.3B many people have reached out to me asking whether SAP overpaid for Concur. I avoid writing about SAP on this blog even though I work for SAP because this is my personal blog. In this case, I decided to write this post because this is the largest enterprise SaaS acquisition ever and this question unpacks the entire business model of SaaS enterprise software companies. If you’re looking for a simple “yes” or “no” to this question you should stop reading this post now. If not, read on. People reaching out to me asking whether SAP overpaid for Concur in itself is a misleading question because different people tend to compare Concur with different companies and have a specific point of view on whether the 20% premium that SAP paid to acquire Concur is justified or not. Just to illustrate financial diversity amongst SaaS companies, here are some numbers: This is based on a combination of ...

Recently, Apple implemented a new 14 day no questions asked return policy in many European Union (EU) nations according to 9to5mac. The new policy allows customers to receive a full refund on App Store purchases within 14 days of receipt. While this new policy is an important safeguard for all consumers, it is a major development for App Store customers who rely on accessibility features, such as VoiceOver, in order to use their devices. VoiceOver is a built in screen reader that allows blind and visually impaired users to use iOS devices and Macs . While browsing the App Store, it is extremely difficult for VoiceOver users to determine if the app they are interested in purchasing is accessible. This often leaves the customer playing a guessing game with their money. For example, without the return policy a VoiceOver user who wanted to purchase a $20 app would need to hope that the app was accessible with VoiceOver otherwise their $20 purchase would be useless. Even if the app is i...

The KNFB Reader  is a text recognition app that is shockingly fast. Take a picture of a newspaper article or practically any printed text and within a couple of seconds the app will be reading the text back to you. A "couple of seconds" is no exaggeration, the KNFB Reader app is that fast. For people who are visually impaired or have difficulty reading, the KNFB Reader is perfect for accessing printed text. Once a document is properly framed, only one more step is necessary to start reading the document. Simply press the take picture button and within seconds the app will recognize the text within the document using optical character recognition ( OCR ) and begin reading it with  text-to-speech . No need to crop or adjust the image, once the picture is taken the app does all the work. All recognition is done locally on the device so personal data is never transmitted over the internet. The KNFB Reader app has a number of features that help users capture images of tex...

For people who use sign language to communicate, interacting with people who do not know sign language can be an enormous challenge and create barriers for people who are hearing impaired. Until now, the best alternative might have been writing out notes on a piece of paper. However, an upcoming product from a company called MotionSavvy hopes to offer a better solution. The solution does not look like the advanced piece of assistive technology that it is, but rather looks like a thin tablet with a Leap Motion device attached to the front. The Leap Motion senses the motion of the users hand to recognize signs using multiple cameras. Once the table recognizes the signs it can display the signed phrase as text on screen or even as spoken words with text-to-speech . This allows the other person that does not know sign language to understand what is being signed. Then the other person can speak into the tablet and speech recognition technology will allow the words to appear on the screen f...

This is the third and the last post in the three-post series on challenges associated with sales of disruptive platforms such as Big Data and how you can effectively work with your prospects and others to mitigate them. If you missed the previous posts the first post was about “why buy anything” and the second post was about “why buy mine." This post is about “why buy now." Platform sales is often times perceived as a solution looking for a problem a.k.a hammer looking for a nail. In most cases your prospects don’t have a real urgency to buy your platform making it difficult for you to make them commit on an opportunity. There are a few things that you could do to deal with this situation: Specific business case It’s typical for vendors to create a business case positioning their solutions to their prospects. These business cases include details such as solution summary, pricing, ROI etc. If you’re a platform vendor not only you have to create this basic business case but y...

A lorry is a symbol of Indian logistics and the person who is posing against it is about to rethink infrastructure and logistics in India. Jeff Bezos is enjoying his trip to India charting Amazon’s growth plan where competitors like Flipkart have been aggressively growing and have satisfied customer base. This is not the first time Bezos has been to India and he seems to understand Indian market far better than many CEOs of American companies. His interview with a leading Indian publication didn’t get much attention in the US where he discusses Amazon’s growth strategy in India. When asked whether he is in panic mode: For 19 years we have succeeded by staying heads down, focused on our customers. For better or for worse, we spend very little time looking at our competitors. It is better to stay focused on customers as they are the ones paying for your services. Competitors are never going to give you any money. I always believe in focusing on customers, especially on their latent unme...

This is the second post in the three-post series on challenges associated with sales of disruptive platforms such as Big Data and how you can effectively work with your prospects and others to mitigate them. If you missed the first post in the series it was about “why buy anything.” This post is about “why buy mine." Convincing  your prospects they need to buy a platform is just a first step in the sales process. You need to work with them to convince them to buy not just any platform but your platform. Asking the right questions - empathy for business This is the next logical step after you have managed to generate organic demand in your prospect’s organization a.k.a “why buy anything” as I mentioned in the Part I . Unlike applications, platforms don’t answer a specific set of questions (functional requirements). You can’t really position and demonstrate the power of your platform unless you truly understand what questions your prospect needs you to answer. Understanding your pr...