!URL
http://gevaperry.typepad.com/main/2009/03/the-mythical-enterprise-sale-goodbye-and-thanks-for-all-the-bluebirds.html

!Description
The Legendary Enterprise Sale: Goodbye and Thanks for All the Bluebirds

Selling to the enterprise is a mythical goal in the software industry. The million dollar deal is the stuff of legends, and throughout the '90s and early 2000s, the dream of every sales person. With 4% to 8% commissions (depending on stage of company and sales person stature), who can blame them.

But those days are over. Even before the current recession, the tides were turning. Unless you are Oracle, IBM, HP or a handful of other mega-vendors, you're not going to see 7-figure deals, well, except for the occasional bluebird.

We're now witnessing an increasing trend of bottom-up sales. A casual decision made by developers on a day-to-day basis, not a grand strategy laid out by the CIO. Try-and-buy is the norm, and so are subscription payments and other models that take off the financial burden from the customer and places it on the vendor. Long gone are the days that a large vendor can offload $50 million of upfr
bag
business_public
created
Sat, 13 Nov 2010 09:17:52 GMT
creator
dirkjan
modified
Sat, 13 Nov 2010 09:17:52 GMT
modifier
dirkjan
tags
bookmark
business
cloud
computing
software
creator
dirkjan