...by Daniel Szego
quote
"Simplicity is the ultimate sophistication."
Leonardo da Vinci

Friday, December 14, 2018

On the strategical sales strategy of the consortium distributed ledger technologies



From a sales strategical point of view selling a consortium blockchain solution is different from the classical enterprise sales. The major difference is that classical sales enterprise sales targets enterprise companies to sell customized solutions. Blockchain is not very efficient if it is implemented inside one company, usually it is an overkill. It is more permanent in a multi-actor environment, taking the consortium use-cases in a multi company environment. Enterprise companies however deal rarely with other companies in a community way; they usually separate themselves with walled bastions from the world and contact via well defined interfaces with suppliers or customers. Therefore, blockchain consortium sales should target companies that act as intermediaries between several enterprises in a certain consortium segment, like providing a service, consulting or legal activities for the whole segment. Such mediator companies or foundations have the best use-cases and contacts for the given segment. Sales strategy of consortium blockhchain platforms should target such a mediator companies and not directly the enterprises.