In my time in software (Delivery, Sales, and Support), I’ve learned a few inevitable truths related to the dynamics of the groups within a Software Organization. I’m sure many would dispute some of these – so I’d love your thoughts, additions, and amendments.

• Sales sell more than what the software can do.
• Professional Services (PS) thinks the Product team has no idea how the Customer uses the product.
• Product and Sales will always believe that PS should be able to deliver in 1/10 the time (and cost)
• Everyone knows conceptually what the Business Development teams do, but do they?
• All of them think they know the Customer’s needs best.
• The Customer or Prospect doesn’t care – they want the software to work.
• The Product team doesn’t want to say, and no one wants to hear, “The product wasn’t designed that way” when a customer demands a feature.
• No Customer believes they are small and, therefore, should be ignored
• No Services, Support, CX, or Marketing happens without a sale
• Not all sales are good sales
• Not all software is a fit
• Equally, not all Software is NOT a fit
• Support often wonders if the Product and Engineering teams test the product before the release.
• And the Customer or Prospect doesn’t care – they just want the software to work.

The best software companies are fully aware of the above. The difference is that, unlike other companies, their best work is when the Company values, mission, and objectives can overcome the internal silos and the natural ‘gravity’ that each group experiences within an organization.

Supporting Music

Needle in the Hay (Live) by Elliott Smith

Believe by Lenny Kravitz

Woman by Wolfmother

Originally Posted September 30, 2019