From the CEO and Founder of CloudShare

Zvi Guterman

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Top Stories by Zvi Guterman

A seeming paradox exists today in most software vendors. It goes something like this: Our product is hard to explain, demonstrate, and sell. So we need to hire more salespeople to help sell it. But salespeople are expensive, so we don't want them to spend too much time with each customer. But customers want to try the product before buying - and our product is hard to explain, demonstrate, and sell... The paradox: how to simultaneously have and avoid having salespeople interacting with customers. This paradox is made even worse by the economic downturn. Enterprises and mid-market organizations alike have slashed their IT budgets, are taking longer to make purchasing decisions, and are much more "hands-on" in evaluating offerings - while vendors, under pressure, have slashed sales budgets, reduced headcount, and restricted travel. The questions: how to resolve the ... (more)