THE BEST SOFTWARE WRITING I

Eric SinkCLOSING THE GAP, PART 1¹

I started writing a long introduction to this article, but gave up because I'm so deeply in agreement with everything Eric Sink says that there's no point. It's simple. Everything Eric Sink says is right. Do what Eric says and you can't go wrong. – Ed.

At some point in the many activities of a small independent software vendor (ISV)², the customer trades money for software. No column on "The Business of Software" could be complete without some discussion of this magical event.

I'll start by defining some of my terminology. Before the customer makes the purchase, I like to say that there is a "gap." This gap is the distance between the prospective customer and your product, and it looks something like this: ...