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by statictype
4997 days ago
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Biggest problem in selling to enterprises: The CEO talks about wanting scalable cloud solutions using hypervisor technology without block-based attached storage. The people using the system are treating it as Excel with a slightly crappier UI. In most large organizations, the problem isn't providing a way to let their large amount of data scale.
The problem is getting people to even input that data into a useful format so that it can be analyzed at all.
You will spend man-months designing a system that handles all edge cases only to find out that they can't or won't even enter any useful configuration and support data to make it usable. Everyone wants to talk about how your resource allocation and planning algorithms work with mobile technician work forces. No one can answer whether these fancy systems actually save costs or increase efficiency. And they don't care either. We sell software to enterprises. It is a kafka-esque nightmare. |
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Dear Businesses, it is not your fancy code & tech specs that make you special, it is your business data. Pay attention to your data and the people who create value with it.
I'm always disappointed by enterprise customers who can talk for days about their endlessly complex systems and their fantastic dreams of building and customizing exotic new & infinitely flexible applications, and yet these same people are completely unable to answer the most basic questions about how many, how often, and how value is created. When pressed, they call some poor intern to wrestle with SAP for a few weeks in attempt to answer what should be routine business questions.
Then come the horrors of talking to the people who are forced to use these systems and witnessing the heroics required to get them to work for the business. And that's just the folks who haven't given up entirely and instead spend their days with a list in Excel.