Selling an enterprise-wide deal is a lot like getting a bill passed in Congress.
If SaaS Products Sell Themselves, Why Do We Need Sales? by Mark Cranney
If you have heard the Ben Horowitz story about Opsware or read his recent book, you would have heard the name Mark Cranney. He was the weirdo that no one wanted to hire because he did not look “sales” enough. Ben hired him against everyone else’s judgment and it probably saved the company. This guy knows sales and from my own experience, enterprise deals are extremely challenging to navigate and close.(via marksbirch)
Interesting times ahead — As Troy Carter says in his interview to Guardian:
“Hollywood, record labels and tech giants such as Apple, Google and Samsung face immense risks and opportunities. Everybody should be afraid right now. We saw what happened to Nokia and BlackBerry and Motorola. Nobody saw Android coming. Nobody saw the iPhone coming. Nobody saw Samsung coming. No one is safe right now. Everything is moving so quickly.”
The single most important lesson we learn from the short history of the consumer internet industry is that winning internet business models are engineered around consumers. In fact, consumer internet businesses must be designed, architecturally, to be more consumer centric than their physical world equivalents. This is because, fundamentally, the internet increases transparency and information availability to reduce friction, and thus shifts market power to users relative to physical world models. Therefore, competitors can and will exploit every opportunity to be more consumer centric, a dynamic fuelled by the quasi absence of barriers to entry into the industry.
The real story here that has been rattling around my brain the most is the story of innovation at the fringes beyond normalcy. Chris Dixon said when he made the investment in Coinbase that Bitcoin, “is one of the 5 best computer science ideas from the last forty years.” I agree. And, the idea that this brilliance came largely from one guy, acting in isolation, motivated largely by paranoia and distaste for existing financial infrastructure, is just wild. In this light the profile of Satoshi is the profile of an artist, or better yet, a maker. And like all makers, he is quirky, weird, one of the crazy ones.
After people talk to you, do they come away with more or less energy?