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> so the only asset we really have is our team Theoretically yes, but I assume at least 40% is getting the brand and your long term contracts (=guaranteed reve
by homakov 12y ago
> so the only asset we really have is our team
Theoretically yes, but I assume at least 40% is getting the brand and your long term contracts (=guaranteed revenue for few years). In startup's acquihire the acquirer often gets rid of brand and existing contracts are not so important.
- tptacek 12y agoNot so much in professional services, no. The contacts have some value, but if you understand services, you know that the pillars are "sales" and "delivery", and in our field, most companies are constrained by "delivery".
- homakov 12y agoIt is a bit of surprise to hear that. Of course delivering good reports is highly important but ability to sell it to a huge company at decent price plus explain why they need it, that is as hard as delivery, imo. Like with WAFs and anit virus, not the best software wins, best marketing does.
- tptacek 12y agoThat's true but irrelevant. Giant 150+ person body shops do win most of the work, but they don't win the best work; the best work is bought for people who can't afford to blow a release cycle because a scanner jockey screwed up. If the State of Utah Public Pension Department's Gigantic Software Consulting Vendor wants to farm out those 900-page mainframe-style J2EE shitshows to [GIANT SECURITY VENDOR], I'm just fine with that. Nobody in this field is big enough to deliver all the work. Software security is delivery-constrained. You can be selective about your clients. Be happy about that, and don't worry about the shitty projects body shops are selling.