Twenty-FiveCLOSING THE GAP, PART 1

My first interaction with a sales guy happened while I was at Spyglass. The company had several sales guys, and they were truly outstanding. I learned a lot from them. Many developers resent sales guys and see them as little more than leeches, but the fact is that they play an important role in our industry.

Nonetheless, every small ISV should ask themselves whether they really need a sales guy on staff at all. It is a legitimate choice not to have one.

WEDNESDAY, MARCH 24, 2004

At some point in the many activities of a small independent software vendor (ISV), the customer trades money for software. No column on The Business of Software could be complete without some discussion of this magical event.

I'll ...

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