Let's Stop Saying B2B(chrisyin.com)
chrisyin.com
Let's Stop Saying B2B
http://www.chrisyin.com/2014/07/09/stop-saying-b2b
2 comments
Has the author read Camels and Rubber Duckies[1]?
"The reason I bring this up is because software is priced three ways: free, cheap, and dear.
1. Free. Open source, etc. Not relevant to the current discussion. Nothing to see here. Move along.
2. Cheap. $10 - $1000, sold to a very large number of people at a low price without a salesforce. Most shrinkwrapped consumer and small business software falls into this category.
3. Dear. $75,000 - $1,000,000, sold to a handful of rich big companies using a team of slick salespeople that do six months of intense PowerPoint just to get one goddamn sale. The Oracle model."
[1] http://joelonsoftware.com/articles/CamelsandRubberDuckies.ht...
"The reason I bring this up is because software is priced three ways: free, cheap, and dear.
1. Free. Open source, etc. Not relevant to the current discussion. Nothing to see here. Move along.
2. Cheap. $10 - $1000, sold to a very large number of people at a low price without a salesforce. Most shrinkwrapped consumer and small business software falls into this category.
3. Dear. $75,000 - $1,000,000, sold to a handful of rich big companies using a team of slick salespeople that do six months of intense PowerPoint just to get one goddamn sale. The Oracle model."
[1] http://joelonsoftware.com/articles/CamelsandRubberDuckies.ht...
Eg, a 500 person company and a 32,000 person company are both over the stated threshold of250 employees for "SMB", but the 500 person company and the 32,000 person company may behave quite differently.
I think this article covers some related ground and may be of interest here:
http://www.bothsidesofthetable.com/2009/09/16/most-startups-...