Sales 3.0: evolution of the software sales function
It’s widely accepted that SaaS has permanently changed software sales. Enterprise software sales once meant a large “boots on the ground” field sales team who knew how to wine and dine the right individuals and stakeholders. With the emergence of SaaS, the sales process became more transactional and less about relationships. With software products at […]
The future of online marketplaces: “complex” transactions
The most successful online marketplaces today facilitate relatively simple transactions. There’s eBay and Etsy for buying/selling goods, AirBnB for short-term accommodations, and Uber for local transportation. While reputation mechanisms (i.e. user reviews) play an important role on these platforms, the price tags involved are typically low enough that customers are ready to deal with strangers […]