All you chaps out there trying to sell enterprise solutions, I have some advice for you: You have to be completely open when you talk to your potential market. Indeed, I will argue that you have to move toward radical transparency where everything is as open as possible... including, hopefully, your code. I was recently doing research and I went to the website of a sophisticated company that sells a bleeding-edge enterprise product, and I was offered a white paper, but had to provide my name, email address, company name and so on to get the document. Now, asking for contact details is OK and can be a good lead generation tactic, but the reality is that the more leading-edge and enterprise-oriented your product is, the more sophisticated and smaller your audience will be and the less inclined they'll be to give up their data.
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