All the responsability is on the seller, the BUYER gets it all MARKET! While reading this monumental book, by 🐶 Jacco van der Kooij about Revenue Architecture. I stumbled upon something. The difference between selling routers (hardware) and software are so paralyzingly different! When you sell software, you have usually a subscription or a yearly/monthly subscription. You put effort and money into building a piece of software (SaaS) and then all is on you still, the support of the products, possible bugs, malfunctions, etc. When you buy a router, you buy a ready product—in most cases, an uncustomizable one—and all you get is a paper with instructions on how to use it. You don't get 24/7 support or white-glove issue handling; the maximum is you can return your money or read the instructions and learn to use it yourself. Meanwhile, a ton of software is priced around the price of a router, you get all that support and hand-holding. 1. This brings me to the idea that it is much harder to win in software and the expectations are also much higher. 2. Also, it shows that product, marketing, sales, distribution, and customer success for the final customer - are one thing. In the physical store, there is clear delimitation of stores, distribution places, and producers. 3. In 2024 you simply cannot work as different departments, and all is one, #GTM is real and it's a thing! You cannot split into different departments anymore because clients see us as ONE!