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I guess it depends on the size of the customer. Above a certain size, sales staff becomes more valuable than technical expertise. In that case, you're playing
by pchristensen 19y ago
I guess it depends on the size of the customer. Above a certain size, sales staff becomes more valuable than technical expertise. In that case, you're playing a game you can't win. But if you could bootstrap a reputation and sales force by selling smaller ERP systems, then you could position yourself well.
- cstejerean 19y agoI agree. Hiring a sales team takes money so it's harder than doing something yourself. But once you have a solid sales team (and a solid support team) being agile can help. Large customers always demand new features and being able to rapidly provide what they're looking for is bound to make them happy (and make or break a deal). Once you build a happy customer base the referrals can bring you tons of business. But I guess you can't take on this kind of work without some serious VC funding which makes it less attractive (you loose control and potential exits).