Unfortunately is true for the short/mid term.HEDGEFUNDIE wrote: ↑Mon Jun 10, 2019 8:10 pm
And analogous to the “10x rockstar engineer” example above, who knows where the next rockstar salesperson could come from? Selling software is less about being a technical expert (that’s what sales engineers are for) and more about understanding the customer need. If someone with no tech or sales experience exhibits the raw qualities to connect with the customer in that way, why wouldn’t you take a chance on them? You will know soon enough whether they have what it takes, and again, with a 90% gross margin product, you have more financial room to take chances on people in hopes of finding that rockstar.
In the long term, as software evolves it's often the case that quality goes down because there are no incentives sales incentives to maintain it properly. Going for 90% gross margin instead of 80% has consequences in the long run.