• ianbruce

    This is a great overview of lead management and deal development that applies to any startup, not just OS. Would be interesting to overlay social media on this and see how it plays at the front end of the funnel. Thanks.

  • David Skok

    Ian, I am planning to discuss exactly that in a later section called Inbound Marketing that will fall under Building a Sales & Marketing Machine.

    The site wasn't supposed to be launched until later when I have completed more of this content. But this particular article was complete.

    Thanks, David

  • http://masteringwave.com/ Daniel Graversen

    Hi,
    Thanks for sharing, it is inspirational to see how services can be monitized and Opensource business grow. I like the idea of qualifing the customers using logins to the page.

  • LMB

    Great article!

  • sree

    thanks for sharing this !

  • sree

    thanks for sharing this !

  • http://www.ashwinjayaprakash.com/ Ashwin Jayaprakash

    Thanks for writing this. I've been looking for this for so long.

  • http://www.ashwinjayaprakash.com/ Ashwin Jayaprakash

    Thanks for writing this. I've been looking for this for so long.

  • http://www.facebook.com/profile.php?id=558320572 Sue Ellen Reyes Johnson

    Inspiring

  • Scott K Campbell

    David – Excellent blog – I’ve been referring to this off-and-on for the last 18mos and its really been helpful.

    I’m curious how JBoss handled major account sales?

    I agree with your premise that you don’t need highly experienced Reps to handle Inside sales, but there are certain accounts that we’re dealing with that need hand holding and some f2f interaction. These opportunities are generally greater than $200k.

    Did you have a major account team, or did you have a field sales team that worked with their Inside Sales counterparts?

  • http://www.forentrepreneurs.com David Skok

    Scott,

    JBoss had used the inside sales people to bubble up the big deals, and then had a couple of experienced enterprise sales folks who would work with them to help close the big deals. As time progressed and big deals become more common, the better inside sales people were sent on the road for about one week a month to visit those large deals.

    Depending on your circumstances, you may find it valuable to have an overlay sales team dedicated to larger deals (possibly based in the field). I would recommend coupling them with the inside sales folks, so that there is some commission sharing on deals that the inside sales people find, and then bubble up to them. It is worth doing a spreadsheet to look at the costs of this and the expected returns before committing to it, as it can be very expensive to have field sales people.

    Best, David

  • Scott K Campbell

    Thanks….that is what I would have guessed, but getting confirmation help. I am designing a very similar model. We’re not as mature as a sales organization/company and our revenue stream is quite a bit less than when you joined JBoss, but we’re growing quickly. I am intending on hiring at least 2 very experienced Inside folks that can go on the road if necessary and handle our larger opportunities. These people will be my cornerstones of the organization, then I’ll be complementing them with less experienced, highly motivated Inside-only folks.

  • http://www.forentrepreneurs.com David Skok

    Scott, best of luck with the hiring. The lesson I’ve learned here is to put an enormous amount of energy into finding the best people, and don’t settle for mediocre. The good ones are hard to find.
    Best, David

  • Scott K Campbell

    Agreed….B and C players may become A players, but it takes WAY too much time and energy to manage that process unless you have the resources for training programs, mentoring, etc. And in my experience, startups don’t have that luxury.

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  • AJ

    I know this post is a couple of years old but its is timeless and GREAT post! Thanks

  • http://www.forentrepreneurs.com David Skok

    Thanks AJ. Best of luck applying it to your own business. The key elements here are still just as applicable as they were at that time.

  • Grant

    Great info! David is there a software program that you use to make these diagrams?

  • http://www.forentrepreneurs.com David Skok

    I just use PowerPoint.

  • Jakob

    Great insights. I have one question: You mentioned an ASP of $10k-$50k, while talking about subscriptions (=> yearly fees). Does $10k-$50k mean per year, or is it the equivalent to a transactional fee (like yearly fee * 3 or sth.) ?

  • http://www.forentrepreneurs.com David Skok

    In JBoss’s case it was a yearly fee.

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