technology company field operations 2010 review

CIO Magazine, 9/15: how & why enterprises evaluate start ups versus established vendors




This 9/15 CIO Magazine Article. provides information as to how enterprises view start-up technologies versus solutions from established vendors. It should help you better position your sales and delivery of solutions, regardless of whether you represent a market “guerrilla” or a start-up.

Separately, this link provides access to Xtra Effort’s current client hiring requirements, including information related to role, compensation, … Continue Reading

Wall Street Journal, 8/23: Start-Ups Emerge as Tech Vendors of Choice

This seems to be great news for our industry.


Businesses are getting more comfortable buying technology from start-ups and other small outfits, a shift that could usher in a period of slower growth for tech giants such as Hewlett-Packard Co.  HPQ -0.37% and Oracle Corp. DELL -0.27%

Businesses are increasingly turning to start-ups and … Continue Reading

Xtra Effort interviewed Brian Geery, Managing Director of Technology Sales Consultants and author of the forthcoming book, “How to Demonstrate Software so People Buy It”

Xtra Effort interviewed Brian Geery, Managing Director of Technology Sales Consultants and author of the forthcoming book, “How to Demonstrate Software so People Buy It“.

 Xtra Effort’s intention is to provide additional value to our clients: high growth, enterprise technology company CEO’s, VP of Sales, Sales Engineering, Professional Services executives.

 Click here to see and hear the … Continue Reading

Suggestions for employers to improve recruiting and interview outcomes. White paper.

Xtra Effort has created a white paper with a suggested process for enterprise technology companies to improve sales and professional service personnel recruiting and interview outcomes.

Specifically, the outcomes include:

1) Improved internal consensus on what the most suitable candidate looks like

2) Increased volume of suitable candidates

3) More timely and objective review of candidate resumes, and who should … Continue Reading

Xtra Effort’s latest attempt to better understand “Big Data”

Xtra Effort recently had an internal meeting to try to make additional sense of Big Data.

We asked and answered the below questions.   See this LINK for the answers.  This exercise and related LINK was intended for the average person who keeps hearing Big Data, not the proud propeller head or Gartner analyst, so don’t hold … Continue Reading

Managing the impact and risk of too many search criteria when recruiting Sales Engineers and Technical Consultants


Employers hiring Sales Engineering and Professional Services talent may be experiencing unnecessary loss in productivity, revenue, customer satisfaction, and profit because of too many search criteria when recruiting candidates.

The more successful Xtra Effort clients find the best talent in a timely manner because they agree with certainty on the most critically required candidate technical attributes … Continue Reading

Considerations for careers and recruiting in enterprise “Mobile Computing”

Candidates interested in enterprise “mobile computing” careers should focus on the true subject matter experience most sought after among enterprise mobile computing technology vendors.  The required experience may not actually be “mobile computing”.

“Mobile computing” with quotes is a facetious way to infer that this discipline should not always be considered such a distinct category of skills … Continue Reading

A perspective on enterprise security careers in Sales, Sales Engineering, and Professional Services

As a professional involved in enterprise information security, your value to an employer is diminished if your focus is limited to security technology alone. You also need to build up your ability to integrate security into enterprise solutions, and have awareness of industry specific regulations.

Relative to security technology itself, enterprises seem to distinguish candidates … Continue Reading