Program za knjigovodstvo po savrsenoj ceni

Program za knjigovodstvo – tajna savršene cene

KISSOvo je zadnji članak serijala o cenovnoj politici u kome sam detaljno izneo svoja razmišljanja na temu faktora koji utiču na  koncipiranje efikasne cenovne politike programa za knjigovodstvo.

Tako sam izneo svoje stavove na temu zašto Besplatni knjigovodstveni programi i Freemium knjigovodstveni programi nisu u interesu ni kupaca ni proizvođača programa za knjigovodstvo, a zašto je P+P cenovna politika knjigovodstvenih programa u interesu korisnika. Takođe sam se osvrnuo i na  značaj tretiranja migratornih troškova programa za knjigovodstvo cenovnom politikom, diskutovao na temu modularnosti i verziranja programa za knjigovodstvo programa, o različitim modelima plaćanja program za knjigovodstvo i o važnosti pravilno koncipiranog licenciranja programa za knjigovodstvo.

Iako imam još dosta razmišljanja na ovu temu, za potrebe ovog bloga mislim da sam pisao o cenovnoj politici dovoljno za sledećih 5 godina, tako da je namena ovog posta da podvuče liniju i  završi serijal o cenovnoj politici. Za tako posebnu priliku ko što je  kraj jednog serijala odabrao sam da vam prenesem najveću i najčuvaniju  tajnu savršene cene programa za knjigovodstvo.

Spremni? KISS. Eto, sad je znate i vi.

Keep it simple stupid

Po legendi termin je nastao kada  je glavni inženjer jedne avio kompanije inženjerima koji su projektovali novi borbeni mlazni avion, dao kutiju sa malim brojem  alata koji se uobičajeno koristi za opšte opravke  i objasnio im da šta god budu dizajnirali,  održavanje tog aviona  mora biti ostvarivo korišćenjem samotog  alata bez upotrebe skupocenih i specijalizovanih mašina i alata.

Razlog je bio krajnje praktičan: ti avioni moraju biti u mogućnosti da budu popravljani na terenu u ratnom okruženju od strane prosečnog aviomehaničara koji ima pri ruci u većini slučajeva samo te alate koje im je done. Stav dakle koji nema ništa sa asketizmom, nipodištavanjem  automehaničara itd. Čist odraz realnih potreba samih automehaničara – krajnjih korisnika.

Pored toga što je ovaj princip veoma smislen i primenjiv u većini opštih funkcionalni diskusija, on ima itekakvu vrednost i u koncipiranju same cenovne politike programa za knjigovodstvo.

Evo i nekoliko primera da podupru malo upravo izrečenu tvrdnju.

Konzerva sa crvima

can-of-wormsNeil Davidson u svojoj briljantnoj Don’t just roll the dice knjizi navodi sopstveni primer gde govori o situaciji kada  su za njihov novi program za praćenje programskih grešaka koje korisnici prijavljuju  napravili dve greške koncipirajući cenu proizvoda:

  • odabrali su model plaćanja po prijavljenoj grešci od strane korisnika
  • tu prijavljenu grešku su nazvali u cenovniku bukvalno “konzerva sa crvima” (eng. “can of worms”)

Njima je tako koncepirana politika imala smisla jer se naplaćivalo tačno toliko koliko je utrošeno, a smatrali su i da su duhoviti, originalni i zabavni odabirom same terminologije. Rezultat te odluke u stvarnosti je bilo tošto  kupci nisu kupovali uopšte taj njihov proizvod jer  niti  imali predstavu šta je tačno jedinica obračuna “konzerva sa crvima” niti su mogli da (zbog odabranog modela plaćanja po utrošku) uopšte procene koliko će ih taj proizvod u stvarnosti koštati.

Kada su prešli na “dosadnije” koncipiranu cenovnu politiku o plaćanju “po korisničkom nalogu” prodaja je krenula momentalno sa nule. Neil zato preporučuje u svojoj knjizi „što dosadniju cenovnu politiku“ što je za mene jedna manifestacija KISS principa.

Mensa

MensaAko niste nikad imali vremena, hrabrosti ili volje da se oprobate na Mensinom testu inteligencije i proverite  da li vam je IQ veći od 150 te možete da postanete član Mense, ne brinite više zbog toga – imam za vas test koji možete da isprobate u privatnosti vaše sobe kad god poželite. Test nje zvaničan Mensin test, čak nije ni nalik njima, ali ne brinite za to – ako ovaj rešite ni Mensin neće biti neki problem – garantujem.

Test se sastoji u tome da odete na stranicu jedne firme koja koja po meni nije ispoštovala  KISS princip u definisanju svoje cenovne politike

Ako ste korisnik programa za knjigovodstvo, kažite mi koliko vas košta uvođenje programa po vašim potrebama, a koliko će vas ukupno koštati program recimo nakon 5 godina korišćenja. Ako ste autor programa za knjigovodstvo, zamislite da imate 2 apoteke: u prvoj rade 4 radnika, u drugoj 3. U obe apoteke imate po jedan računar sa bazom podataka (širokopojasni internet nije stalno dostupan u jednoj od njih).Vi kao vlasnik program koristite da ukucate kalkulacije itd iz vaše kancelarije.

Hajde sad, idite tamo i pogledajte u roku od 5 minuta  uslove plaćanja firme Fimko. Ja vas čekam ovde strpljivo dok ne završite sa aspirinom i čašom vode. Završili? Ne znate odgovor? Čestitam, niste ušli u Mensu, ali ste ušli u klub „mi-kupaca-koji-smo-samo-normalna-ljudska-bica“!

U čemu je poenta?

Poenta je u tome da firma koja nema jasno definisanu cenovnu politiku koja “prosečnom aviomehaničaru” omogućava jasan i precizan uvid u to šta dobija po kojoj ceni u velikoj meri šteti  prodaji te firme. Koliko god autoru programa za knjigovodstvo njegov proizvod izgledao bitan te ima zato strpljenja da iskuca 2 a4 stranice teksta koji objašnjavaju uslove plaćanja, toliko je  nebitan potencijalnom korisniku koji je nabasao na sajt na kome se nudi taj program za knjigovodstvo.

Objašnjenje zašto je to tako je je vrlo prosto: Znate ono kako steknete definitivni stav o nekom u toku prvih 5 minuta razgovora sa njim? Isto je i sa sajtovima koji nude nešto na prodaju korisniku. U najboljem slučaju on će potrošiti par minuta letimično prelazeći pogledom preko vašeg materijala. Mali broj njih koji ne nađe u tom periodu informacije koje traži će ostati na sajtu i nastaviti da traži i to samo zbog važnosti prirode proizvoda koji se nudi za njegovu poslovnu delatnost. Niko neće da ostane da čita dalje ako se oseti glupim čitajući vaš cenovnik jer ne može da ukapira šta je ta “konzerva sa crvima” koja se spominje. Ono što sleduje je klik na dugme “Back” u browser-u, povratak na listu rezultata njegovog upita “program za knjigovodstvo” i odlazak na sajt konkurentskog proizvođača knjigovodstvenih programa.

Da se ne lažemo: Nikoga sem nas samih naši sajtovi ne zanimaju. Ono što druge zanima  je samo njihov lični biznis. Ne žele da „vise“ na našem sajtu ni sekunda više nego što moraju. More teksta koje nama izgled krajnje korisno, za njega  je samo more teksta puno nebitnih pojedinosti koje ga sprečavaju da dođe do susštine koja njega jedino zanima – koliko treba da plati i šta dobija.

Poenta je dakle ispoštovati  korisnika i ponuditi mu sažvakanu i koncentrovanu informaciju u obliku koji može da konzumira u toku prvih minut-dva i koja će kao takva da ostane prisutna u njegovoj svesti i nakon 3 konkurentska sajta koja će da pregleda u toku sledećih 15 minuta nakon vašeg sajta.

Ton filmovi!

Evo, za ovako posebnu priliku kao što je zadnji post o cenovnoj politici za sve proizvođače programa za knjigovodstvo koji su pročitali članak, besplatno pogađam misli koje su im sad na pameti!

“Da, ali…”:

  • “Ovo je Srbija/Balkan”,
  • “Nama sajt postoji tek onako”,
  • “Niko ne kupuje program za knjigovodstvo preko interneta”,
  • “Naši potencijalni kupci dođu kod nas lično pa razgovaramo”,
  • “Mi imamo mrežu distributera koji objašnjavaju tu poruku na terenu.”
  • Objašnjenjem cenovnika se bavi marketinško odeljenje ”

Vi ste u pravu. Danas. Ako vas zanima distribucija programa u radijusu od 50 km od lokacije vaše kancelarije. Ako vam je cilj referentna lista sa 70 firmi.

U svakom drugom kontekstu, dozvolićete mi drskost neslaganja sa vama.

Razlog zašto ja tako mislim je vezan na trendove koje ja primećujem u tri oblasti: razvoj IT „pismenosti“ korisnika, razvoj IT svesti  domaćih proizvođača programa za knjigovodstvo i neminovna regionalizacija tržišta.

Srbija je sticajem okolnosti nažalost u zaostatku jedno 10 godina za “zapadom” u vezi uloge koje internet ima na našu ličnu i poslovni svakodnevnicu, te je na snazi još uvek feudalni poredak gde u određenom regionu jako tržišno prisustvo ostvaruje neki lokalni program. Korisnici programa kupuju program uglavnom po sistemu preporuke “sa usta na usta”. Samo pojedini od najjačih brendova su maglovito prisutni „oni Slovenci” u svesti potencijalnog kupca programa za knjigovodstvo. Drugim rečima, u momentu kupovine programa za knjigovodstvo, prosečan knjigovođa/vlasnik malog preduzeća ne zna ništa o ponudi van svoje regije.

To vreme polako odumire. Činjenica je da je internet sve prisutniji. Svako preduzeće  ima računar da proveri email sa ponudama dobavljača, da skine izvod iz banke putem e-banking-a itd. Mesečno se oko 10.000 puta pretražuje internet za “knjigovodstvenim programom” šta mislite u koje svrhe? Plaćeni oglasni prostor na internet pretraživačima je potpuno popunjen reklamama prodavaca programa za knjigovodstvo. Isto je i sa oglasima na portalima poput b92.net, blic.rs itd.

image

Regionalizacija će takođe pojačati konkurenciju. Meni je sasvim jasno da kada protok vremena zaceli rane od ludila ratnih dešavanja devedesetih da i u pogledu programa za knjigovodstvo će doći do regionalizacije tržišta i samim tim otvorene tržišne borbe tehnološki naprednijih zemalja kao što su Hrvatska i Slovenija za tržište zemlje sa najvećim brojem stanovnika u regionu – Srbije. Firme iz tih zemalja vrlo dobro znaju kako da iskoriste internet te svako zavaravanje “Ovo je Srbija nikad to ovde neće da zaživi” je po meni krajnje naivno. Želim da naglasim ovde da što se mene libraliste tiče – otvorena tržišna konkurcija na nivou regiona je stvar kojoj treba aplaudirtati jer na kraju korisnici samih programa ya knjigovodstvo profitiraju iz toga povećanjem kvaliteta proizvoda uz smanjenje cena. Što se mene tiče, ko je iz koje zemlje u tom kontekstu apsolutno nema nikakvog značaja.

Nepobitna je takođe činjenica dakle da ce sve više i više firmi da bude prisutno na internetu jer je to marketinški kanal koji radi 24 sata dnevno u bilo kom gradu i to potpuno besplatno. Takođe je po meni nepobitna činjenica da će sve više i više preduzeća prilikom odabira programa za knjigovodstvo koristiti internet da pogledaju “šta se nudi na tržištu”

Slažem se da će Dunavom proteći još dosta vode dok taj korisnik ne kupi taj program preko tog interneta, ali to nije ono zašta će se proizvođači programa za knjigovodstvo boriti. Ono za šta će se boriti je da uopšte privuku korisnika da ih pozove telefonom, da dođe do njihovih prostorija, da stupi u kontakt sa distributerom.

Vreme regionalnog feudalnog monopola prolazi i borba za pažnju korisnika stupa na scenu. U takvom post-feudalno okruženju apsolutno najgora stvar koju prodavac programa za knjigovodstvo može da uradi je da ima kompleksnu i konfuznu cenovnu politiku koja sprečava korisnika da shvati jednostavno šta se nudi i po kojoj ceni.

Kao i za sve stvari u poslovanju, interes korisnika programa treba da bude najbitniji uvek, a ovde se briga o korisniku sagledava kroz dodatni trud proizvođača programa da uprosti svoju cenovnu politiku izbacivanjem svih nesuštinski bitnih varijeteta i šuma bezpotrebnih informacija.

Jednostavno, uprostite stvar…

Zaključak

Eto, dođosmo do kraja zadnjeg članka serijala o cenovnoj politici u kome sam ja izneo svoja shvatanja koja su samo to – moja lična shvatanja, nikako neka univerzalna istina koju ja svedočim. Na vama samim je da donesete svoje zaključke i svoja razmišljanja i modelujete svoju cenovnu politiku tako da je u najboljem interesu vas i vaših korisnika.

Što se  mene tiče, trenutno mi je dosta priče o prodaji te jedva čekam da krenem da pišem o drugim stvarima kao što su principi navigacija kroz program za knjigovodstvo i sl.

Čitamo se,
Nikola I’mDone Malović

884 thoughts on “Program za knjigovodstvo po savrsenoj ceni

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