Some questions related to the selling of Enterprise Software..
It seems the best way to sell to Enterprise companies is to build a solution the customer as a consultant(ie have them pay for building it). Structure the agreement such that you own the product around the solution. Productize your solution and then resell to others. I have seen many people/companies successfully do this. Is this kind of agreement standard? because it doesn't seem like it is in the customers interest to sign such a agreement and I always amazed when they do it.
One of the challenges with the Enterprise sell is that even if you wanted to give the software away for free (ie beta customers/ evaluations) there is a also a integration/professional service cost associated with the sale. How do you overcome this barrier?
As a startup what is the most cost effective way of generating leads? Conferences/events or hiring a sales guy with a big roledex.