Sales

Shifting Trends in the Structure of Sales Organizations

December 12, 2013 // 0 Comments

As enterprise software sales evolve towards a Software-as-a-Service (SaaS) model,  I have come to the conclusion that it is possible for the SaaS vendors to shift their historically field based sales infrastructures to an inside sales infrastructure.  Not surprisingly, there are lots of caveats to my conclusion such as cost, […]

Roadmap for Selling eDiscovery Technology into the Enterprise

September 6, 2012 // 5 Comments

This is the first in a series of articles in which I will focus on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise. The first article will focus on the history of eDiscovery […]