This is a lot of words about a simple question. The author is making it seem like there are "10x heads of sales" out there when there quite simply aren't (unless you are hiring former congressmen as lobbyists, which isn't what he's talking about).
To sum this article up:
1) Let your product "infect" an organization at the end user level because it's useful and free.
2) Hire a head of sales to schmooze/strongarm the CIO of that organization to pay for all of the "FULL FEATURES (TM)" that you sell, such as security and compliance and consulting.
3) Try to make this head of sales hire a non-engineer because the only way to extract additional money from this old-school sales process is to wine and dine and play golf and speak in weird dialects about "synergies" and "total cost of ownership".
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[ 2.8 ms ] story [ 15.0 ms ] threadTo sum this article up:
1) Let your product "infect" an organization at the end user level because it's useful and free.
2) Hire a head of sales to schmooze/strongarm the CIO of that organization to pay for all of the "FULL FEATURES (TM)" that you sell, such as security and compliance and consulting.
3) Try to make this head of sales hire a non-engineer because the only way to extract additional money from this old-school sales process is to wine and dine and play golf and speak in weird dialects about "synergies" and "total cost of ownership".