Why enterprise SaaS is more like a consumer Internet business4 min read 24 Jun 2016, 01:18 AM IST
More enterprises worldwide have in-house developers now and more of them have the autonomy to buy cloud-based SaaS products for a monthly fee than ever before
In my past life, I used to sell big software. I sold verification software to semiconductor companies for hundreds of thousands of dollars per licence. It took several months of pre-sales, involving navigating the customer’s organization, building relationships, identifying key projects, playing ping-pong between project teams and central purchasing teams, long-drawn evaluations, nuanced contract negotiations, big purchase orders, and wider training and roll-out programs, in order to make the sale. I came to associate enterprise software with schmoozing key people for months, looking them in the eye when making commitments and signing up multi-year contracts for millions of dollars.
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