In my current firm we are wrestling with many of these same issues and trying to figure out appropriate staffing. Do we need a sales engineer and if so what would that person do? Do we need more product owners? How much should product managers or product owners be involved in selling to strategic clients? How can we keep a market focus (building for the many) while not losing a key competitive advantage we have in providing outstanding service to the one? These are key questions and this post from an industry expert offers one way to answer them.

Anyone reading this want to share your thoughts? Please comment here or connect with me on Twitter and let’s talk more.