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Introduction
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Classroom Contents
Going to Market When No Market Exists
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- 1 Introduction
- 2 Why this is important
- 3 Market Category Creation
- 4 Going to Market
- 5 Direct Sales
- 6 Discounting
- 7 Marketing
- 8 Magic Beans
- 9 Marketing Channels
- 10 Developers Control Budget
- 11 How to Attract Developers
- 12 Open Source Strategies
- 13 Sales Has Sales
- 14 Sales Learning Curve
- 15 Shift Your Sales Organization
- 16 Build Your Sales Team
- 17 Early Market
- 18 Limiting Resources
- 19 Professional Services
- 20 Final Thoughts
