One of the greatest challenges founders face in early markets is going from product to sales -- specifically, a repeatable
sales process. Especially since most products released in an emerging market land with a dull thud, and it’s up to the company to figure out how to sell it. From redefining the word "sales" to who sells and how, these are some of the mental landmarks -- misconceptions to avoid, rules of thumb -- that a16z general partner Martin Casado (co-founder of Nicira, GM at VMware) used as a former tech founder with a product line that now has an over billion-dollar run rate.
read this post