E

early expansion capital, 63 economic downtimes, 291-293 Edison, Thomas (inventor), 2 educating market about software, 199-200 slow starts and, 192-195 educating salespeople advantages of, 254 cold calling, 255-256 contacts, buying or growing, 258-259 customer dynamic, 263 customer relationships, 263 large firms, evaluating leads from, 260 leads, managing with CRM software, 256 monitoring sales, 261 order takers, 259-260 presentations, 258 prioritizing prospects, 261 resistance, overcoming, 255 site visits, 256-258

teams, selling through others', 261-262 educating workers information, assimilating, 146 support staff, 278-280 team building, 111

efficiency factor, 122 Eidos, 123

electronic orders, processing, 269-270

elevator pitch, 68

e-mail contact details, 265 customer support, 274 electronic orders, verifying, 269-270 mass, drawbacks of, 211 surveys, 21 viral selling, 248 employees choosing, 105

customer support, 277-280

development, 72-78

enthusiastic, 48

equipping, 110-111

growth, 302-303

interviewing, 107-109

jobs, 43

motivating, 109

new, introducing, 90-91

non-monetary rewards, 54

pay structures, 109-110

project development team flowchart, 41-42

quality, importance of gathering, 47-48

recruiting, 106-107

relationships, 53

relocating, 305-306

salespeople, 251-252, 254, 261-262

size, 78

software release, 151, 153 support staff, 276, 277 training, 111, 261-262 turnovers, minimizing, 115-116 end of development, judging, 93 end user, 11, 225, 233 engineer, systems, 77 enhancement rollout examples, 216 enthusiasm, 48 entropy, developers', 87 equipment bug testing, 134 staff, accommodating, 45 team building, 110-111 equity, cash for, 61-64 errors, software classifying, 119-120, 130-132 costs, 118 fixing, 154

legal obligations and, 137 measuring, 128-129 minimizing, 132-133 MTBF, 122

prevalence of, 117 quality, importance of, 119 regular builds, 87 release version, finalizing, 137 testing for, 133-136 escalating problems, 279-280 Esselte, 207 ethics,12

European Space Agency Ariane 5 explosion, 131 evaluation software for journalists, 213-214 executive summary, 67-68 exhibitions, 211 experience documentation, writing, 140-141 idea, checking against, 5-6 market research, 13 programming, 103-104 exports, 236

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