Rocket Watcher by April Dunford

Pilot projects for enterprise software may have to change as enterprise software becomes more socially-enabled.

ShareStartups selling larger sized deals don’t generally concern themselves very much with managing a pipeline of leads at the beginning.  Most of the BtoB focused companies I know have started with 1 or 2 sales folks managing their own pipeline of leads which have come from them mining their own list of contacts along with [...]

Share
I think most start-up execs don’t really believe in segmentation.
Sure, if I ask for their segmentation they dutifully blow the dust off
a fairly nice looking slide that shows what markets they are
targeting.  Then I look at the customer list and the two things don’t
line up whatsoever.  The execs know they’re supposed to have a
segmentation that [...]