Commented on “cdixon”

I would agree with this – $500k to a large company is often easier to secure than $5,000 from a small company.

Depending on the solution, the sales cycle is often the same length – if you are investing months in securing new logos, the focus points should be clear – again, depending on your objectives – if early on, you need to build your reference base out quickly.

I’ll then dis-agree with myself straight away! and refer back to my previous point – re Sf.com and rightnow, both landing and expanding successfully..

Originally posted as a comment
by nigelwalsh
on cdixon using DISQUS.

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