Re:B2B Is Unsexy, and I Know It
by bmelton on Friday August 03, 2012 @08:03PM
(#4336845)
That's a poignant quote, and also one of the biggest pain points in selling to enterprise / federal customers.
The less spoken, easier way around is to target smaller companies. The people making the decisions have more direct influence on the purchase, and are also a lot more likely to be involved in the actual use of the software. This has worked out well for FogCreek, 37Signals, et al.
The less spoken, easier way around is to target smaller companies. The people making the decisions have more direct influence on the purchase, and are also a lot more likely to be involved in the actual use of the software. This has worked out well for FogCreek, 37Signals, et al.