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.
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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.