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Benchmarks report

How software agencies
communicate with customers: sales process BENCHMARKS

Being a buyer of digital services has taught me a lot about selling software services.

Between 2019 and 2022 I’ve been involved in 6 projects that required talking with providers of software development and digital services.

All the data and information included in this report comes from having personally interacted with 124 different companies, from 25 countries, in a context where they were trying to sell their services.

I’ve analysed everything I received from these companies:

↳ emails
↳ meeting notes from calls
↳ sales decks
↳ rate cards
↳ projects estimations and budgets

All data and information was broken down to measurable attributes and variables which describe the sales process, to give you meaningful benchmarks.

You can use these to compare against your current performance, to inspire your team to look for improvements or just to feel good about doing better than your competition.

This is for

_Software development agencies from Central & Eastern Europe

Who will benefit the most from it




The price you have to pay is 1 minute of your time

How can I get it?

Who needs this? Why now?

For many years, a vast majority of outsourcing companies have used the “pick us, we have low rates” argument to convince customers and win projects.

As quality delivered increased, costs have also gone up and this pricing strategy is less and less feasible.

Success for software development companies doesn’t come only from mastering the delivery and technical aspects of the business.

It also requires a structured and disciplined approach for their commercial side of the business.

Benchmarks can serve as a critical input in this quest for improving the sales and pricing process.

We hope you find the data included in this report useful.

Manu’s industry knowhow was a perfect match to our needs. His way of working is clear, following well defined processes that lead to good results in a timely manner. Another important aspect that we appreciate is that he is challenging our ideas trying to improve and get maximum value for us. We couldn’t be more pleased.

Alexandru Morarasu

Business Development, Expert Network

The collaboration we have with Manu and his team is amazing. Their knowledge on pricing is incredible, it was one of the best investments we made recently. Besides having access to world class knowledge on pricing and sales, we also got real world examples on how to apply the knowledge in our business.

Andrei Blaj & Alexandru Artimon

Managing Partners, Atta Systems

Manu helped us prepare Sparkbit’s strategy. He has both deep knowledge and real life sales experience. When working together we were impressed with his meticulous approach, which finally helped us achieve tangible results. We highly recommend Soft Fight.

Kasia Fulara

COO, Sparkbit

Manu gave us practical solutions for our sales process problems, then helped us redefine our strategy and market positioning. Working with him you feel you receive a lot more than you give. He is a professional and I recommend him warmly.

Darius Baba

Co-Founder & CEO, Crafting Software