3 ms·
Actually in the enterprise market Sam's point is even more true. The greater power of incumbents means that you can't get customers unless your product is bett
by pg 13y ago
Actually in the enterprise market Sam's point is even more true. The greater power of incumbents means that you can't get customers unless your product is better by a large margin.
- smoyer 13y agoIncumbents do have an advantage, but the other key in enterprise markets is that you have to recognize you're selling to executives who won't generally use your product, so you have to sell based on they perceive important, but deliver what the company actually needs. I have a lot of stories (those funny/ironic/sad ones) that I won't go into!