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> What's the point of doing that A sale isn't free. It requires time, headcount, and engineering+PM resources. At Broadcom size, you want to maximize sales to
by alephnerd 2y ago
> What's the point of doing that
A sale isn't free. It requires time, headcount, and engineering+PM resources.
At Broadcom size, you want to maximize sales to F1000 customers (the kind that can and will shell 7-8 figures in TCV) as that gives you the most bang for your buck from a SalesOps perspective.
A major issue with VMWare was their sales team would chase logos at the expense of an optimal sale, so their account teams would give extreme discounts (70-80%) at barely above the margin in order to close deals.
- jppittma 2y agoWell, we're probably a F10 company and my project had to move off of our vmware environment because prices were too high. Even at enormous companies, these things matter, and there's still accounting for resources at the local level.