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Posts from the ‘Salesforce.com’ Category

Thoughts on the Free Software Sales Model for SaaS Apps

For many enterprise software companies this is a very difficult subject as the control of the sales cycle is tantamount. Opponents argue that free software trials potentially derail sales cycles and give them less control.

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Selling SaaS-based Applications – Lessons from Salesforce.com

Tien Tzuo, Chief Strategy Officer of Salesforce.com, explains how quickly the company learned that the sales cycles of SaaS-based applications required a much greater sense of urgency, a much more distributed workforce, and much more attention to lead nurturing than had been the case with sales cycles of enterprise applications.

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