Forget Virality, Selling Enterprise Software Is Still Old School

Editor's note:?Roman Stanek is CEO and founder of GoodData. Lately, in Silicon Valley and its counterparts around the world, disappointment has ruled the halls of companies that had a huge impact with consumers, but then fizzled as investments when they went public?Facebook?s and Zynga?s IPOs being the most notorious examples. Attention quickly moved from the consumer to the enterprise market, where Splunk, Palo Alto Networks, Workday, and LinkedIn are all humming along just fine. Entrepreneurs seeking to sell to enterprise customers should recognize that the business-to-business (B2B) market, especially with respect to IT, plays by a different set of rules than the business-to-consumer (B2C) space.

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