2001 Customer Sales Cycle Silicon Valley 
Both Sides of the Table
MAY 7, 2011
Lesson: You dn’t want your customers to feel locked into using your software. It helps with sales cycles because customers know that they can switch away if they so choose. While customers will be willing to try your product, they think two steps ahead. Pricing information. Marketing materials.
Both Sides of the Table
OCTOBER 19, 2009
I had previously raised VC in 1999, 2000, 2001 and 2005. I had seen many cycles and decided that since I was going to do it all over again I should write about it. I thought, what would I do if I was trying to sell to a customer. Page 6: We already have several pilot customers including a very large, unnamed software firm.
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