Are you a Stanford student interested in enrolling in MS&E 472: The Entrepreneurial Thought Leaders Seminar? Check out our course FAQ!

Sales Model for the Enterprise Software Industry

Tien Tzuo,

In the enterprise software industry, Tzuo talks about how there has been a shift from the “field-sales” model, where traditional sales representatives win deals from big customers, to a “two-tier-sales” model. This is fueled by customers coming to the website rather than the sales representatives approaching them, creating a need for another tier of sales people to serve as telesales representatives.