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Publisher / Editor @ CloudAve and Enterprise Irregulars. Industry Observer, Blogger, Startup Advisor, Program Chair @ SVASE (Silicon Valley Association of Startup Entrepreneurs). In his "prior life" spent 15 years immersed in the business of Enterprise Software, at management positions with SAP, IBM, Deloitte, KPMG and the like.

One response to “Software Startups: How to Sell to Enterprise in a Recession”

  1. Business Models and Right-brained Geeks | CloudAve

    [..] Both Ben and myself often talk about how lean business models provide a competitive benefit in good times, and arecrucial in a downturnthat we are now living through.  We can keep on explaining the pull-model vs. traditional software sales again and again … or jus sit back, shut up, and let a company that actually practices it explain it with one single slide.  Yes, this picture is worth a thousand words: [..]