Selling software that sells itself: An interview with Matt Asay
August 18, 2007 – 4:04 pm“Open source is changing not just how companies make software, but how they sell it. Alfresco’s Matt Asay explains the new sales cycle and the skills that today’s software sales people need to close deals. “
É assim que começa esta entrevista a um dos administradores do Alfresco, uma aplicação open-source para gestão de conteúdos (Enterprise Content Management), onde fala sobre a alteração do modelo de negócio para a venda de software que se vende a si próprio, software Open-Source.
uma quote do Matt Asay:
“But it’s very different from the proprietary model where you hire an expensive sales force to go out and knock on doors. The customer never gets to touch the software and really see what it can do and whether it will be good for them until they’ve paid. So all the risk gets shifted onto the buyer, which is, I think, a wrong model.”
Matt fala das supresas que encontrou ao longo do caminho, de clientes, formas de pensar no negócio.
Uma leitura interessante.
-> Entrevista @ Linuxword.com