Wednesday, October 31, 2012

Selling Enterprise Software to Right Brain Professionals

We have all heard about the two hemispheres of the brain. The left brain is the scientific hemisphere. It embraces logic, mathematics and objective thinking and generally stays inside the proverbial box. The right brain is the artistic hemisphere. It embraces emotion and subjective thinking and is more inclined to think outside the proverbial box.

Decades ago, the digital revolution first penetrated businesses where the left-brainers worked, such as accounting and finance. In those early days, the role of the “CIO” typically reported to the CFO rather than the CEO. Today, the enterprise software footprint is still growing among left brain professions. But it is growing much faster among right brain professions. The growth of “big data” and “social media” has empowered entrepreneurs to create an entire new generation of solutions targeting the final frontier of right-brained professionals, particularly those in the marketing department.