“Despite our research and planning, v1.0 of RHX was not the home
run we anticipated. It turned out that enterprise customers, not
small businesses, were most interested in RHX. In order to serve
enterprises properly, we had to change almost every aspect of the
offering. By September, we de-emphasized the e-commerce option,
introduced high touch sales, 24×7 support, and custom stacks.
We also built virtual appliances to make the trial process a little
less painful. Within 90 days of these changes, we had a healthy
sales pipeline.”
Web Webster has more than 20 years of writing and editorial experience in the tech sector. He’s written and edited news, demand generation, user-focused, and thought leadership content for business software solutions, consumer tech, and Linux Today, he edits and writes for a portfolio of tech industry news and analysis websites including webopedia.com, and DatabaseJournal.com.
LinuxToday is a trusted, contributor-driven news resource supporting all types of Linux users. Our thriving international community engages with us through social media and frequent content contributions aimed at solving problems ranging from personal computing to enterprise-level IT operations. LinuxToday serves as a home for a community that struggles to find comparable information elsewhere on the web.
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