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Red Hat's RHX: Lessons learned

Jun 12, 2008, 17:30 (2 Talkback[s])
(Other stories by RHX Team)

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"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."

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