How To Sell Custom Software To Enterprises

An investment in your business expansion might also include the development of a solution that is unique to your business. While this investment might seem costly, it can become a source of revenue for your company if you are willing to white-label the product and release it for sale to others in your industry.

However, selling your custom software to enterprises comes with some challenges. It’s essential you approach sales with a well-defined strategy to deliver your digital product to the companies that would be most interested in the product. You’ll need to leverage your online presence, development expertise, and marketing strategy to target your audience. Connecting with the right clients depends on your marketing and pitch. You have a great product that was tailored for your needs. Sharing that with others means really understanding how your software answers pain points and excels above other products.

Find Your Target Audience

Finding your target audience for custom software sales begins with examining your industry. Create a prospect list that organises your competition, qualified leads and potential customers. Sourcing the right customers for your product is an investment. You need to conduct market research, examine your selling processes, and verify the target market is viable.

Taking the time to research and invest in your market opportunities will mean finding high-profit clients likely to purchase your solution. This helps to maximize your earning potential, streamline client acquisition, and secure your space in the software development industry.

Understand the Tools You Used

Your company made a sizable investment in developing the tech solution your business needs, so you need to carefully calculate development costs and determine the most effective pricing strategy for your software solution.

While most companies that develop their own software absorb the costs, it is possible to recoup some of those costs and even make a profit if you understand what you’ve developed could be white labelled for other businesses in your industry. To sell your software you need to understand how the tool you’ve created to benefit your business can apply to other businesses, even cross-industry partners.

Determine A Price Structure

Now you’ve determined your audience, costs and USP, you’ll need to research the price point for your product. Careful software pricing can boost sales and maximize your earning potential. If you target enterprise agencies, it can be useful to develop packages with different price points. This allows your sales team room to negotiate with clients and attract the best price from corporations with larger budgets.


Charging for additional tools, features, and capabilities creates room for your existing client base to grow their needs with your product. It is also essential that you research and discover your price point – too low, and people will think your product is inferior; too high and you’ll be an industry joke.

Create Customer Support

Before you start selling your software you need to create a reliable customer support service. When you have a customer support service your product is instantly more appealing to outside users.

Support comes in many forms, including chatbots, live chat, FAQs, email, call centre and comprehensive training. Depending on the level of difficulty or integration your solution requires will determine the support you should provide. It is a cost to your business so that cost should be structured in the sales price of your solution. Many providers charge a fee for access to support services, and that is an additional package layer you could consider to differentiate price points for buyers.


Deciding to sell your custom software as a product for other businesses requires the same careful market research and analysis as you put into any other product. This proprietary software or application could be the game-changer for your industry, so it is important that you take the time to assess its benefits to your business, the benefits to your competitors and how it might change the landscape for everyone in your business if you were to sell it to others.