I just found a story about Undo software that was rather interesting from a strategic perspective. “Patient capital from CIC gives ‘time travelling’ company Undo space to pivot“, from the BusinessWeekly in the UK. The article describes a change from selling to individual developers, towards selling to enterprises. This is an important business change, but it also marks I think a technology thinking shift: from single-session debug to record-replay.
Selling and marketing high technology is what I do for a living. My counterpart is the customer or buyer, and I help design, build, explain, an market these products. In this role, I am most usually the expert on the domain, helping potential customers understand what we sell and why it will help them. Both at the high-level value proposition and the details behind it. Some people focus most of the their energy on the high-level value proposition, but I feel that youoften need a bit detail backing that as well.
I recently had the enlightening experience of being on the buying side instead, experiencing the transition from high-level value proposition to low-level details. It struck me as being quite similar to what the customers for our virtual platforms would experience when coming in new to the field.
I bought a camera.