With money scarce and credit crunched, ISVs are looking for new ways to help companies that want to buy their wares but can't easily afford them.
By John Ghrist
Although the current dreary economic climate is well-known, what's not as apparent are reactive changes taking place in the sales practices of some independent software vendors (ISVs) and software-service providers. The need for computer-related solutions hasn't diminished, but cash-flow problems and limited credit availability are keeping many potential-customer companies from making needed technology purchases. Some vendors are responding to this situation as an opportunity rather than a problem by changing their sales practices. Other consequences are changes to the outlook and business models for such industry stalwarts as Software as a Service (SaaS) providers.