A Startup founder asked me today “Can you help me put some structure around our sales process, but I’m also wondering – do we even need one? since we’re intending selling through channel partners”
Um.. the answer to each of those questions could fill a book. And for that matter does fill several hundred. How long have you got?

Anyway, I thought I’d write down how I really answered, in case it’s of use for anyone else. I basically sketched out for him the key elements of a lightweight framework for a scalable B2B sales model for any SaaS startup based in a location remote from its target markets. Continue reading →