[mattmanser]

But your product doesn't really suit that kind of marketing, your situation is very limited. Your product would actually become unprofitable if you had to spend face time convincing someone to buy it, most aren't.

One of pg's articles mentions that the successful YC's are ones where one of the founders is always on the phone, contacting people. That is the reality for a lot of business.

Bigger ticket items have to have some direct contact. Even trying out relatively cheap b2b software like redgate products gets direct emails (probably initially canned but I got a prompt human response to my reply to it). You will also find yourself in direct contact with Dell if you buy as a business.