Zvi Guterman is CEO of CloudShare. Prior to founding CloudShare, he co-founded and served as CTO of Safend, a leading endpoint security company. He had a major role in managing the company from vision to a leading player in the endpoint security space. His role involved fueling innovation, technological business development, marketing and sales. Prior to that Zvi was with ECTEL, a provider of monitoring solutions for IP, telephony and cellular networks where he performed as a chief architect in the IP infrastructure group. Zvi is a recognized security expert, lecturing in conferences worldwide, and holds a PhD in Computer Science from the Hebrew University.
A seeming paradox exists today in most software vendors. It goes something
like this:
Our product is hard to explain, demonstrate, and sell. So we need to hire
more salespeople to help sell it. But salespeople are expensive, so we don't
want them to spend too much time with each customer. But customers want to
try the product before buying - and our product is hard to explain,
demonstrate, and sell...
The paradox: how to simultaneously have and avoid having salespeople
interacting with customers.
This paradox is made even worse by the economic downturn. Enterprises and
mid-market organizations alike have slashed their IT budgets, are taking
longer to make purchasing decisions, and are much more "hands-on" in
evaluating offerings - while vendors, under pressure, have slashed sales
budgets, reduced headcount, and restricted travel.
The questions: how to resolve the ... (more)
Zvi Guterman is CEO of CloudShare. Prior to founding CloudShare, he co-founded and served as CTO of Safend, a leading endpoint security company. He had a major role in managing the company from vision to a leading player in the endpoint security space. His role involved fueling innovation, technological business development, marketing and sales. Prior to that Zvi was with ECTEL, a provider of monitoring solutions for IP, telephony and cellular networks where he performed as a chief architect in the IP infrastructure group. Zvi is a recognized security expert, lecturing in conferences worldwide, and holds a PhD in Computer Science from the Hebrew University.
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