Tag

Business Model

Operational Challenges Abound, and Not Always Tech Related

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This is a topic I have written on a while back, but it is so important it seemed to deserve a revisit, with a slightly different view than I approached it from before. In the last few weeks we have been discussing with a client this very issue. This client is nearing the launch of a production trial of their NFV environment with a small group of friendly customers. We have worked with them on processes, the issues they can expect to see, and what they should do if/when each of…

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Is the Traditional Sales Model Dead for Technology B-to-B Companies?

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After working for both a large equipment provider and multiple startups, it is amazing to see the significant investment in the go-to-market process. Traditionally you hire someone to manage the “relationship” and partner that person with a Systems Engineer that does the technical heavy lifting in the sales process. The Sales person sets the meetings, asks the tough questions about money, budget and who makes the actual purchasing decision. The Systems Engineer establishes technical credibility and reinforces the technical fit for the client.   And the cycle continues… simple model. For…

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