Interesting read from Kalzumeus.
All internal users hate the purchasing process because it inhibits their ability to get work done. Successful Enterprise sales is about finding an internal champion who really wants your product like they want oxygen, and then allying with that person against their own employer. One of the easiest ways to do this is allowing them to exercise any loophole their Purchasing Department provides.
Because the whole rigamarole costs several hundred dollars in employee salary to approve any PO, most internal Purchasing Departments have a few enumerated exceptions. One is an upper limit on expenses a worker or low-level manager can approve on their own authority without ceremony, generally by putting them on a corporate credit card
As part of my job I am often looking at SaaS products. I like to do a bit of research here so I have a solid idea of how to use the platform, ie. become a better ‘internal champion’ when selling the solution to management.
I would extend the above concept in two ways
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