Proactive sales for a small ISV
Eric Sink of SourceGear has a new article on MSDN in the “business of software” series. This one talks about the function of proactive sales in a small ISV (Independent Software Vendor).
This part struck me as very relevant based on my current experience:
“Reason to Have a Sales Guy - #3:
Your product is no longer being improved
As a software product matures over the years, it tends to gain sales guys and lose developers. For a product that is nearing its twilight, it is not uncommon to see a company with lots of sale guys and no developers at all. The reason for this is reasonably intuitive: The product is no longer moving toward the customer. Closing the gap requires us to constantly be dragging customers over to the product.”
Posted on March 25th, 2004 under Work • 
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