The End of the Sales Machine Archetype: Why Enterprise Software’s New Kings are Engineers, Not Operators
Executive Overview For the better part of three decades, the foundational playbook of Silicon Valley enterprise software was clear, rigid, and wildly successful. The archetype went something like this: A visionary founder builds an early iteration of a product. Soon after, venture capitalists and corporate boards step in to install a hardened "operator"—a seasoned executive…
