You create a sales

You create a sales engine because an enterprise wants that engagement-based purchase; they don’t just buy off the internet.

You still need people to go there to make presentations and all of that. He called SMB the “dead-zone” because SMBs in terms of volume metrics are similar to the consumer, but in terms of behavior, they are similar to the enterprise.

No one can run a sales engine of that volume because it’s just not cash efficient. 

Sales engines are expensive. Enterprise products are expensive because the cost of selling is higher than the cost of the technology.

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