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by jon-wood
2848 days ago
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Where I work we sell an IoT platform to big corporates, which is much closer to traditional software sales than it is to SaaS. There’s big upfront cost, and then rolling maintenance costs. Pre-sales is a really long and drawn out process when dealing with big corporates, doubly so when you’re selling what will become core infrastructure. We’re currently a year into what is effectively pre-sales with one client, involving a full due diligence process, in depth conversation with their corporate security department, and a (paid for) trial involving several hundred of their customers. |
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