Companies that succeed at the enterprise selling model are those that have truly a national, if not global reach, and have the resources deployed and targeting the different areas of the enterprise prospect in order to be able to maximize their account penetration. Account coordination and sales management is extremely important in the enterprise selling model since the coordination of multiple constituencies in the organization in order to orchestrate as a sales process is what's required. We've seen many companies, particularly startups, that target the enterprise and have a product that is best suited for the enterprise but don't have the staying power or the resources to fully maximize their coverage of their target major accounts and as a result, they run out of money before they actually have a chance of penetrating those accounts.
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