Yeah, that's actually the same general space my business is in. We do Trade Promotion Management for manufacturers, which means managing their "contracts" and

Yeah, that's actually the same general space my business is in. We do Trade Promotion Management for manufacturers, which means managing their "contracts" and "claims (rebates)", and ensuring that they don't pay out more money than is actually owed. Our price point is considerably higher than yours, and requires buy-in from every level at these companies for them to go for our product. We don't have a dedicated sales person at this point, but that is a good portion of what one of the three founders spends his time on. We were initially trying to position our product at a much cheaper price point for just the software with us providing none of the "service" side of things, to market to smaller customers which are currently managing everything with Excel, but we found after talking to these companies that they are just as much of a pain to try and sell to as the bigger guys, and required just about as much effort, even if the revenue it would bring in was just a fraction of what a bigger client would bring in. That caused us to refocus on targeting the larger customers for now at least. We use Webex heavily for demos and everything, but with a sales cycle stretching into a year, every single client we've got has taken us going out there for at least one in-person demo with the higher ups, and an in-person training for their users after the sale. It adds up, but for a very complicated software that they tightly integrate into their business, it's necessary for them to feel all warm and fuzzy, have a face to a name, and feel like they are not going to be left high and dry if they have any issues. The effort put in during, and after the sale is really necessary to ensure all those points are hit.