Based on my experience of enterprise s/w sales for about 6-7 years, the answer depends on the ticket size of the deal and service delivery model. If it is SaaS

Based on my experience of enterprise s/w sales for about 6-7 years, the answer depends on the ticket size of the deal and service delivery model. If it is SaaS based ($1-$10K p.a) then a lot of what applies to Dropbox applies to your b2b product too. At $15-20K or above you need to have inside sales reps who smile and dial. You start breaking even at this point. when you hit $500K deal sizes its time to bring in the rainmakers. Happy to chat more if you need specific help. buzz me at adass at filepicker.io