No Risk No Fear – Today's Sales Strategy and Business Model
Dancing with Elephants: Antifragile

No Risk No Fear – Part 2 (First Steps)

Build a Great Free App (or Two) 

What is a great simple delightful app for your target customers?  You know your customers best so are best positioned to know the answer to that – but it’s has to be simple, easy and delightful for your target users.  Take advantage of the on-line and mobile marketplaces – and customer traffic – the elephants have made for you to get your app(s) in front of your target customers.  Android Marketplace (Google Play), Apple App Store, the new Autodesk Exchange Apps, and others. Skeptical you can sell B2B apps through these market places?  Don’t be.  The volume of B2B apps being delivered through these stores is huge and growing.  At Autodesk, we have a few Exchange Apps publishers with great apps aimed at specific design and engineering professionals getting over a hundred app downloads per week – going from being unknown to having ubiquitous positive awareness among their target customers.  They are creating a steady stream of delighted users that are now looking at their higher cost apps and web services.

Go Term

Do you primarily sell software as “perpetual” licenses with upgrades or maintenance fees every year or two?  That is a Risk and Fear based model with the customer paying a lot upfront when either they don’t know you’ll deliver what you say – or their paying additional seats though unsure if they’ll still need them a year or two later.  The No Risk No Fear approach is term licensing – the customer paying by the month or year. Term is easy for customers.  They buy one month’s worth – and if it meets their needs they keep paying.  They can quickly and easily add users without worrying about if they’ll need the licenses next month or next year.  The customer also knows that you are not “overselling” what your app or services can do – as if you are, they know you will just stop paying next month.  This gives customers faith in what you say and willingness to try your offering instead of going through a lengthy expensive pre-sale evaluation.

So No Risk No Fear includes:

  • Free and low cost apps available in real time through on-line stores
  • Term based licensing

No Risk No Fear

What other No Risk No Fear technology offerings can you think of? 

The future is building a business engaging and delighting customers based on a No Risk No Fear sales strategy and business philosophy.  And No Risk No Fear is a once in twenty year opportunity for a small company to leverage a disruption in the market place to leap over their competition. 


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