In the software engineering world, the technical folks rarely interact with the sales folks. Teams focus on features and delivery dates so the only message engineering may get from sales is to deliver fast and early so they can close more deals.

sales cycle

Gaining a better understanding how the product is sold will frame how the organization expects the product to be presented.

  • Who are the buyers, influencers, veto holders, end users, and superusers?
  • What is the sales cycle? How long does it take to sell and how long does it take to install?
  • Is this sold online, through 3rd party vendors, handshakes in a bar, or through long relationship-building?
  • What do sales people think of the products they sell?

The more engineering and product management know about the sales process, the more influence they have on positive first impressions in the sales demo and subsequent sales encounters.

Copyright 2015 Frictionless Design LLC