Sales vs. Marketing at SaaS Companies


It is amazing to me how many early-stage companies don’t really know the difference between sales and marketing, and therefore, aren’t able to drive or manage either exceptionally well.

My first job was as a Sales Rep. responsible for selling telecommunications transmission infrastructure equipment.  The difference between sales and marketing responsibilities was described to me in this way:

“Sales is getting rid of what we have;

Marketing is making sure we have what we can get rid of.”

Tomasz Tunguz of Redpoint Ventures had a great blog recently:  The Marketing Math Behind Scaling a SaaS Salesforce.  The focus is on the marketing side of the equation and the gist is that as a SaaS company scales, the company must begin to mechanize the sales process.  Mechanization is about making sure that not only has sales figured how to sell in an efficient, repeatable manner, but sales also has a…

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