Usage

Part of the Brightwork Research & Analysis enterprise software risk model, and a criterion of software measurement and part of the Software Selection Package.

Definition

Enterprise software vendors differ greatly in their sales approach, how they motivate and compensate salespeople, how well their salespeople know the application, how much their market is saturated versus the number of resources they deploy into sales as well as other factors. All of this directly affects the quality of information that buyers can expect from their sales interactions.