Insightful! This is all very similar to the challenges of selling software to Enterprise companies in general. Often, the buyer isn't the user. Long sales cycles and difficult budgetary politics makes it hard to close. Decision makers have different incentives that aren't always clearly aligned with the good of the company as a whole. And so on...
Good point: this isn't unique to neither healthcare nor enterprise SaaS sales. You have extensive experience of the latter, what do you think the average founder or entrepreneur could do more to handle those challenges?
It's really important to consider and try to understand who the decision makers and influencers are in the organization. And understand the incentives and factors that go into their decision making. The point about budgets and where your product or service fits into the organization also seems crucial to account for in your sales approach. And just being aware of the potentially very long sales cycles is something first-time founders often miss.
Thank you, Jonathan !
Happy you enjoyed it Per!
Insightful! This is all very similar to the challenges of selling software to Enterprise companies in general. Often, the buyer isn't the user. Long sales cycles and difficult budgetary politics makes it hard to close. Decision makers have different incentives that aren't always clearly aligned with the good of the company as a whole. And so on...
Good point: this isn't unique to neither healthcare nor enterprise SaaS sales. You have extensive experience of the latter, what do you think the average founder or entrepreneur could do more to handle those challenges?
I think you point to a few things in your piece.
It's really important to consider and try to understand who the decision makers and influencers are in the organization. And understand the incentives and factors that go into their decision making. The point about budgets and where your product or service fits into the organization also seems crucial to account for in your sales approach. And just being aware of the potentially very long sales cycles is something first-time founders often miss.