Selling to enterprises
For some reason when you are selling information technology, big companies are referred to as âenterprises.â Iâm guessing the word was invented by a software vendor who was trying to justify a million-dollar price tag. As a rule of thumb, think of enterprise sales as products/services that cost $100K/year or more.
I am by no means an expert in enterprise sales. Personally, I vastly prefer marketing (one-to-many) versus sales (one-to-one), hence only start companies making consumer or small business products (advertising based or sub-$5000 price tags). But I have been involved in a few enterprise companies over the years. Hereâs the main thing Iâve observed. Almost every enterprise startup Iâve seen has a product that would solve a problem their prospective customers have. But that isnât the key question. The key question is whether…
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