Venture Capitalist, Entrepreneur, and CEO Veteran - Mitchell Kertzman

18:53 | Admin | Nov 24th, 2005 11:11am |

At the Vortex Confernence, the premier enterprise IT executive conferenece, I sat down with Mitchell Kertzman. Mitchell is a veteran of the enterprise and computing industry plus he was a disc jockey for WBCN in 1968. He’d make a great podcaster.

This is a must listen for anyone developing and selling into the enterprise.

On the podcast we talk about the difference between the Google and HP presentations and how Google didn’t hit the mark with the audience.

Biggest change that Mitchell’s is observing (35 years of experience) his view about this massive change isn’t archictural. It’s how enterprise customers want to do business. They no longer want to do the big multimillion prepaid deals. The enterprise buyers want to buy “by the drink” not “by the case”. That says that no matter how you build your software and how you deliver it whether behind the firewall or hosted as a service - that selling a subscription or some other “by the drink” model is the way enterprise customers want to buy. The old days of you build something and sell it at 250k a pop and that’s the minimum purchase is a very difficult business model in the enterprise now. Enterprise want a return on their investment fast and want to spend their money as close to the return of the investment as possible.

Enterprises are still looking for new technologies. That’s good news for startups. Enterprise customers buying “by the drink” is good news for startups.

Information Technology groups are continuing to be tied to the business units and the business goals of their companies. Enterprise will be very focused on cost savings, and their focus will continue to be on security.

Much more from Mitchell - great stuff and as they say in radio - “nice pipes”.

This is a must listen for anyone developing and selling into the enterprise.

Note: Check out the Master of IT Podcast Series - by Juniper Networks

This entry was posted on Thursday, November 24th, 2005 at 11:11 am and is filed under PodTech, Technology. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Post to your WordPress.com blog »