I'm on board with most of that, but I'm not sure about the "don't cold call me" bit. I mean, yes, I understand that you - the author of this piece - don't want to be cold called. But I'm not convinced that going with a pure "no cold call" strategy is optimal in the general sense. Everything I've seen / heard leads me to believe that cold-calling is still essential for companies that are selling in the b2b / enterprise space.
But, then again, I'm thinking more in terms of "companies who are willing to host their own software, want 'best of breed' solutions, have extensive integration requirements," etc. Sure Google Docs is fine for plenty of firms, but there are firms who want an DMS that integrates with Active Directory, ties into their workflow / approval systems, etc.
I guess the point is that "enterprise software" covers a pretty broad swathe of scenarios and situations...
But, then again, I'm thinking more in terms of "companies who are willing to host their own software, want 'best of breed' solutions, have extensive integration requirements," etc. Sure Google Docs is fine for plenty of firms, but there are firms who want an DMS that integrates with Active Directory, ties into their workflow / approval systems, etc.
I guess the point is that "enterprise software" covers a pretty broad swathe of scenarios and situations...