A lot of the work I do with the startups I’m an investor in revolves around ensuring the most efficient marketing and sales processes are used. The proverbial filling and conversion of the funnel. It’s always interesting to take a step back and contrast traditional models of technology sales with […]

Ben Kepes

Ben Kepes is a technology evangelist, an investor, a commentator and a business adviser. Ben covers the convergence of technology, mobile, ubiquity and agility, all enabled by the Cloud. His areas of interest extend to enterprise software, software integration, financial/accounting software, platforms and infrastructure as well as articulating technology simply for everyday users.

1 Comment
  • Nice piece.
    But I’d like to ask the following question, regarding free, demo accounts: How does one cope with the fact that a user landing on their demo site may login, try out and be let down not because the product is not good but because the tester is lacking some basic training, to use the product efficiently. And I’m not talking about a simple CRM or lead management software where things are pretty much obvious. I’m talking about a full blown Accounting solution, SMB ERP and the like.
    This is something that troubles us: Should we offer a free / trial account (at the risk of loosing some untrained or impatient testers) or should we not (in our effort to make people actually call us and ask for a real demo by our pre-sales people) ?

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