What are the prospects, the state of the software market and how to start selling your software?

Question

Marketing

I develop software (software). More often under the order, by the type of freelance - a single work.
The idea arose to develop and sell their software to many people. Not new, but still.
From a technical point of view, there are no questions - I perfectly understand how to create a website / system / landing page, connect a robokassa or another aggregator, etc. I also understand that any developed program will sooner or later be hacked.
1) Well, immediately the general question is - where to start and how to enter the market?
Of course, I focus on small and medium-sized businesses and individuals.
Due to the fact that state institutions work on tenders where everything has long been divided, paid for and corrupt. I know this for sure. worked in them / with them for 15-20 years. Also, by virtue of laws, prohibitions of everything and everything, bureaucracy ... the development and licensing and certification of software for state institutions is not a rewarding business - let them play it themselves.
I see the main concept and idea of ​​my software not in formalism (certified, etc.), but in necessity. Of course, there are software prototypes, not just an idea. But the idea / concept is what will unite all my software. What am I going to deviate from. I see (analyze) that there is a need - I develop it.
Those. it should be necessary for people, private business. Even though I assume what people need - based on my experience, search query statistics and other tools, I'm interested in your opinion. Namely:
2) What methods of software demand analysis can you recommend? Simply put, what do people want, what is in trend, what are they willing to pay for? Method, trend, direction, fashion in some sense...
3) What is the "commercial model" (so they say?) of software distribution? Those who have established themselves, who have been on the market for a long time - private developers or companies can sell software like Shareware. Some just give away their software for free - but with ads inside. Well, mail ru is a game of installing what you want without additional programs. Freeware, Shareware , Trial, Adware... you can't count them all.
How to proceed at the initial stage? What and how is better?
Of course, I will develop using a licensed IDE (software). (Just wondering, in Russian realities it will have at least some meaning?)
And what about taxes?
4) When selling, providing on the principle of Freeware, Shareware, Trial, Adware - do I need to pay any tax?
I would also like to hear your wishes, thoughts, ideas, advice about all of the above.
Thanks in advance for your replies.

Answer 1

If you're targeting a small-to-medium business, then I suspect advertising campaigns and presentations aren't exactly what you're prepared to do.
Find at least one real business that is willing to bother with at least a free implementation of your software in exchange for feedback that allows you to really adapt the software to reality (usually software written by a programmer without the active participation of the business is simply not good for hell).
If it takes off there, it will be much more real to sell your software to a second business.

Answer 2

What software demand analysis methods can you recommend? Simply put, what do people want, what is in trend, what are they willing to pay for? Method, trend, direction, fashion in a sense...

There are many companies doing market/demand research. Software for business is developed, as a rule, not by "freelancers with ideas", but by people in the subject of a particular business.
There are 2 ways:
1. You work somewhere -> there is a need for automation -> you implement the development -> you test it on your own activity -> you package and sell it to your colleagues/competitors on the market.
2. An idea arose -> conducted a study to identify the needs of decision makers in a particular area -> developed with the involvement of specialists from this area -> tested, packaged -> released to the market.
At first, it’s enough to personally walk through the small business offices in your city with the questions “what program do you need? what functionality do you need? how much are you willing to pay for the solution?”. In medium and large businesses, as a rule, all developments are carried out by their own IT department.
Then work with the feedback, see which ideas can be implemented once and sold in hundreds or thousands of copies.
The most optimal model is a cloud web service with access through a personal account and payment by subscription. The same model removes the issue of hacking / piracy, and a bunch of other problems. And in general, in the yard of 2017, everything is in the clouds. An exception is work with trade secrets, which few people will give to the cloud. If software, then a trial version with reduced functionality. The advantage of b2b software is that it is easier to pay for it honestly than to suffer with hacking and get yourself potential problems during checks. A business that is not able to pay for software automation of its tasks in the amount of 5-35 tr. should not be considered a business at all))
To pay. Any commercial activity is taxed.

Answer 3

If there was a correct algorithm "develop software -> sell a lot", everyone would use this algorithm.
Decision 1.
Write at least one "software", sell at least some, evaluate the results (they can both inspire and land). Licensing do the simplest, it is better not to worry about protection.
Solution 2:
Find a partner with whom you can, if not, then at least go in the direction of what Gates and Allen did.

Answer 4

The focus on small and medium-sized businesses is in my opinion erroneous, it is better to write for enterprises. Can I say one thing, how many years ago did Veeam appear? Butting with monsters like Acronis is almost impossible, but the guys are doing it, thanks to the release of several free products that work, they have attracted attention.

Answer 5

The distribution model is good when part of the key functionality works on your server, for a monthly fee.
This does not prevent you from giving access for free, but always having control, or giving payers additional functionality.
So you can control who uses the program, how, but it is clear that there are certain restrictions on performance and the number of connections.
Promote the product - advertising.
"4) When selling, providing on the principle of Freeware, Shareware, Trial, Adware - do I need to pay any tax?"
And you don't make a sale if you distribute the program on a trial basis, shareware, freeware or adware - people just download the program. and enjoy.
You can sell not the program itself, but for example an electronic key (which has an expiration date) with which the program receives certain functionality.
Subscription fee under the contract (information services), and so on.
But it is better to consult with the accounting department, as it will be more convenient.

Answer 6

First you need to study the needs of the market, evaluate your capabilities and determine your target audience, and then the next step is to create a quality product and do marketing)

Answer 7

No one can tell you if an idea works or not. Make a simple product with minimal but well-functioning functionality, distribute a trial, wait, smoke analytics (your own), probe the market whether your product is needed or not. Do not spend two years on development, 2-3 months is enough.
Sold 1-2 copies? Well, rivet the second version, lick bugs, add help, etc. Write articles on the topic, because free organic traffic is better than hamsters driven by advertising.
In three or four months (not summer, not January and not May), you will see that something is happening, or your product won’t work for anyone.
But you will have to plow in any case, like a black slave. Continuously.