"The thing to understand in selling into this market is you need to adapt your "logical" marketing and sales strategy to the way enterprises buy. I say adapt b/

"The thing to understand in selling into this market is you need to adapt your "logical" marketing and sales strategy to the way enterprises buy. I say adapt b/c you can't make or help a dysfunctional buyer behave differently." Is it easier to sell towards the good inclinations or the bad inclinations of a company? Good inclinations is pretty obvious for us in the tech start-up scene. Think Yammer. Bad inclinations is basically playing on fear and laziness of the large corporation. I know of a small company that makes pretty good money selling what is basically an advance employee tracking system that enforces internal security policy and procedures. It's a nice way of saying "Let's track all employees to quickly discover threats like Yammer before it spreads amongst the company to create a security hazard". Or, "we must force everyone to go through our department because that's what policy says thus using your software to do so". Of course, the reason they don't want to use this department is because they are more dysfunctional then the rest of the company. Software which enforces the bad policies and procedures of the company but allows them to "feel" more secure.