SandHill

Sales Model is Critical Go-to-Market
June 17, 2006

Sometimes an OEM model makes more sense for a small enterprise software company than trying to take on sales and marketing themselves. CEOs who wish to build their own sales force might rethink their more expensive approach, and see if their growth and profits increase.

Two audiences might want to pay attention. First, product management folks who think it’s about building a better mousetrap and the thing will ‘fly off the shelf’, know this: aligning your product offer to your sales model is critical to the business success. This is often the most overlooked, taken for granted part of the go-to-market model. 2nd, CEOs of small size firms. More on that later.

The original publication can be found at this link.

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