There are a lot of “new rules” in enterprise software sales. We discussed many of them in depth at a recent industry forum: it’s now a buying process and not a selling process, the steak dinner and golf game are out, the length of the sales cycle has shortened, and so on. Many of the … Continue reading “Another Way SaaS Changes Everything”
Author: Matt Fates
The Enterprise Sales Game Has Changed. Have You?
As a venture firm that focuses exclusively on enterprise IT and has backed more than 100 companies, we have witnessed a wide variety of different sales models. Scaling a business rapidly requires the marketing, sales, and product design to all “fit” the target customer in just the right way, and “How are you going to … Continue reading “The Enterprise Sales Game Has Changed. Have You?”
Big Data: What’s Next?
Even before Governor Patrick announced the Massachusetts Big Data Initiative in May, the state had already established itself as the big data capital of the world. We have 12,000 people employed in the sector in more than 100 companies. We have big money flowing from venture capital ($350 million in 2011) to fund local startups … Continue reading “Big Data: What’s Next?”