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For most enterprise software sales, who tend to deal in a few large customers rather than lots of small ones, almost all of this would be enormously counterprod
by kristianc 9y ago
For most enterprise software sales, who tend to deal in a few large customers rather than lots of small ones, almost all of this would be enormously counterproductive.
- greggyb 9y agoIf you're a software company and you have only a few customers, then you're probably doing bespoke development (whether you call that consulting or not can be your own decision), not product sales. The entire purpose of selling a product is to scale through volume rather than customization. To me the big divide is how superlinear your revenue:employee ratio is. If it's linear or close to it, then you're a consulting org. You make money based on the hours of work you are able to bill for in one way or another. If it's a "product", but you as the product developer are doing heavy customization, then you've just transitioned from an hourly billing model to something resembling fixed bid, but with a fiction of a product in the mix.
- gk1 9y agoI think you're missing parent's point. People don't buy enterprise software (six- and seven-figure annual licenses) from a 30-day email drip. Therefore, creating such an email drip for an enterprise software company would not have the same results as it would for a B2C/B2Dev SaaS.