MIT Sales Conference Panel
Sales Innovation: The Power of Next Generation Sales Models
April 17, 2009
Blogger and Panel Moderator:
Mike Grandinetti
Senior Lecturer, MIT Sloan School of Management & Serial Software Industry Entrepreneur
Tech recession? For many of the iconic industry incumbents, unfortunately, and emphatically, yes. Although the software industry is only a quarter of a century old, it has gone through an incredibly fast paced and brutally Darwinian evolution. We have accelerated through a number of aggressive sales models recently, including open source, SaaS and web- and cloud-based. Traditional models with large direct sales and support forces have created significant challenges across many dimensions for companies, including a high cost of sales per dollar of revenue and an increasingly elongated sales cycles, amongst many other issues. These challenges have been increasing for some time, but to some extent have been bearable in a buoyant economy. However, they have been exacerbated to the point of no return in the current economic environment. Read the rest of this entry »
