Selling custom software can be tricky in any industry and finding the right clients to build a long-term relationship with is always a challenge.
Custom software is typically expensive due to the lack of reuse (by definition, its custom) and potential clients often have a hard time grasping why their complex solution, with no off-the-shelf alternative, is so expensive.
When you deal with the self-service kiosk industry you add the complexities of integrating your kiosk software with kiosk hardware (payment devices, biometrics, etc…).
My goal for this article is to share some valuable insights on the process of selling custom kiosk software. Craig Keefner @craigkeefner of Kiosk Industry was kind enough to collaborate with me on this article and together we came up with the following list.
