Postscript: Selling to the Enterprise

Cloud has been a blessing and a curse for enterprise selling.

The risk shift of managing infrastructure from the customer to the vendor can accelerate decision making, reduce the number of people who need to say “yes”, and generally simplify sales cycles. Customers love the ability to configure SaaS solutions to their needs instead of paying a system integrator to write a bunch of custom code. Enterprise customers also love not having to pay for seats and functionality that their organizations are not yet ready to use.

However, the ease of deployment can also lead customers to dabble with many solutions simultaneously and have you get stuck in “pilot purgatory”.

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