Re: Just wondering...
Interesting reply as always Trevor. Just a couple of thoughts...
"The sales guys also spend a lot of time training the channel partners so that they know enough about the product to answer questions/sell the boxes as well as to ensure channel partners are up on the technical side of things enough to provide tier 1 and tier 2 support. (With tier 3 typically going back to the startup's engineers.)"
Manuals? Wiki? Videos? FAQ cheat sheets? Basically why the need for actual presence?
"...at the executive layer they have to work closely with all the other tentacles of the company to ensure that A) they know what's changing and B) they manage to push those changes/training down to their army of salespeople and channel partners..."
Again issue tracker or wiki?
Am I being naive(*) or could not some of the organisational structures developed by the libre/open source community get used here to reduce the need for actual face time and allow a human scale sales committment?
(*) Quite possible, I work as a teacher.