Developers Matter in Enterprise Sales

Ed Sim from Dawntreader Ventures has a good post on selling software into the enterprise and the difference between a pilot / trial that matters and can turn into revenue vs. one that is just play time for developers.

  • Dave Jilk

    Seems to me he’s a step behind.

    The issue quickly becomes “how do you determine whether (a) download is an appropriate model for reaching developers, or other IT people, with a particular product, and (b) whether the pump-priming of developer downloads actually will lead to a sale with a particular product.

    It differs with the product, and with the particular problem that it solves.