How confident are you on delivering what you are going to sell?
I worked for a global healthcare IT company that was notoriously bad at selling "futures" - modules, functionality and even applications that didn't exist. It came back to bite them on the ass massively - even with a strong and large engineering/test/release team.
Can you phase the product and structure the deal based on that? For example:
1. Sign contract or MoU with enterprise including timelines.
2. Deliver core functionality and realise first revenue.
etc.
I worked for a global healthcare IT company that was notoriously bad at selling "futures" - modules, functionality and even applications that didn't exist. It came back to bite them on the ass massively - even with a strong and large engineering/test/release team.
Can you phase the product and structure the deal based on that? For example:
1. Sign contract or MoU with enterprise including timelines. 2. Deliver core functionality and realise first revenue. etc.