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Founder of We Wire People, Martijn has 15 years experience in the field of Integration, as an Architect working in and for Enterprises. He mainly advises in case of mergers, application rationalization and Cloud / Social Media back-office integration Martijn blogs at

One response to “Selling licenses to bureaucracies is embarrasingly easy”

  1. Greg Leman

    That’s why it is very difficult to sell enterprise software on the premise that it will reduce required headcount. No middle manager wants a smaller team — that’s not how you get promoted. The best proposition is something that creates more work for the customer but creates cost savings by decreasing outside purchases or reduces headcount in another faraway department. Otherwise you have to sell at the very top level.