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well then in that case in many regards working with companies that have quarterly / annual budgets is easier than working with clients who do not. But it appear
by mygo 9y ago
well then in that case in many regards working with companies that have quarterly / annual budgets is easier than working with clients who do not. But it appears to be harder to make the sale if you don’t already have a legendary track record that warrants their one-year-commitment.
- 1123581321 9y agoNo, analytics management is something many companies feel they need to pay for since the marketing team wants to show good numbers, they need to justify ad spending, web development etc. You do need a good relationship with a client to sell more than piecemeal work, but you don’t need to be “legendary” to get enough clients.
- PeterisP 9y agoMaking B2B sales is hard, that's unavoidable. Expect to spend literally as much manpower and budget on sales as you do on engineering. Also, you need a proven track record - if you don't have previous clients, have a working proof of concept for something similar; which can lead you into signing them up for a 3-6 month pilot project, followed by a real contract or two and maintenance. This also leads nicely to the pricing - this can not be done cheap, since if you sell, say, 20 man months of engineering to a customer, it's not enough to get paid for 20 man months of engineering they do; the contract also needs to pay for 5 man months of sales (including engineer time) it took to arrange their contract, the 15 man months of sales you spent on other, failed leads to get this one contract (I mean, most sales will fail), and for a part of 20 man months of R&D it took to develop the various proof of concepts and demonstrations that were absolutely necessary to start getting contracts but not paid by anyone.