compliance Direct Sales Team Innovation SMB 
Tom Tunguz
JUNE 19, 2016
It builds products of the highest quality often with innovative and novel manufacturing techniques. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. The company positions itself in the market as a premium brand.
OPEXEngine
FEBRUARY 22, 2022
An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.
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