The corollary is also true: every SaaS company has consulting deal flow and will describe one public pathway and have multiple private pathways for giving that deal flow to you, consultant/consultancy owner.
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“Private pathways?” Every business is made out of people and while many businesses have official programs for this sort of things, much business at software companies is actually conducted by humans with names and addresses talking to the same.
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So if you can figure out who in a software company will be roped into the discussion “Hey do you know anyone who can...” then making their acquaintance is mutually beneficial if you can “...”
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I feel a better qualifier is if your ACV/customer < $1K you don’t have any option than to do low-touch sales Anything above $10k/yr is going to involve further convincing and at $500k+ you’ll have to be in person
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