4 ms·
I like this advice, it resonates with my lived experience. I've thought about this some, and the organizational design of enterprise companies is often so diffe
by earino 8y ago
I like this advice, it resonates with my lived experience. I've thought about this some, and the organizational design of enterprise companies is often so different from the leaner designs of startups that the dynamic of needing to have language for buyers can be a org blind spot. On the buying side, I've experienced frustration more than once because it wasn't obvious how I connected the people who could buy me tools with the company who wanted to sell it.
- tonyedgecombe 8y agoEnterprise has been a constant frustration for me. I never really wanted to sell my software to big customers but you can't put a sign out front saying go away if you are big and bureaucratic. Over the years I've had a regular stream of people who want me to agree to 30 pages of conditions or offer credit terms for a $99 sale. The reality is you can't afford to engage with Big Co's purchasing department with sub $10K price points.
- sokoloff 8y agoJoel Spolsky has a good article on this point: https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-duckies/ https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-... (search for "option one" if you want to skip right to the relevant part, though the whole article is worth reading, IMO.)
- maxxxxx 8y agoI can imagine going through the IT department will be a problem but I can for example buy pretty much anything with 3 digit price without much fuss. Not sure how other companies handle it.
- eeZah7Ux 8y agoThat's done on purpose and for good reasons. Big Co's want to deal with Big Co's because they move at the same (low) speed, have a long lifetime, big projects, and are not afraid of complex negotiations and lawyers.