It would seem almost out of place and certainly not a software sales strategy I could endorse, surprisingly, in today´s world of open API´s and numerous cloud based solution providers for developers. Recently, I came across a ventured backed enterprise software company that sells its sophisticated software solution as a “black-box”.
Should you consider a “black-box” enterprise approach, intelligent customers will not feel comfortable and this distrust will scare them away. By instinct, they will run to find an alternative platform or solution.
Should you feel uncomfortable to “open-up” for fear of the competition – it most certainly is already too late. Try this..
To improve your company sales growth and your board of directors satisfaction – offer your “black-box” solution as a professional service and tell your customers exactly what you are building and integrating, step by step. This will also establish trust and a longer term “service” relationship for future cash-flow.
Please – no more “black-boxes”, this will impede your already slow enterprise sales (?) even further.