Today’s guest post was contributed by Steven Schneider who is the contributor to Slinging Software, a blog focused on the adventures in scaling a business, selling software, and the business intelligence market. To read further contributions, check out the blog at SlingingSoftware.com
One of the key successes in working with large enterprises is understanding the different types of prospects that one encounters, and segmenting them based on the level of experience with BI products.
Through this effort, we have developed a system that will tell us, in the early stages of an opportunity, if we have a good fit, if it is going to take some work, and when it might make sense to walk away from an opportunity.
Check out the rest of Slinging Software’s blog here.