This presentation is geared toward developers, ISVs and software publishers who want to enter the market of large accounts. You offer a product or service that has already proven itself among SMB customers. You have the infrastructure, support, and especially the desire to enter bigger markets with bigger stakes and bigger competition... and bigger satisfaction with each success, which in turn give you stronger references in the evolution of your business. Despite your sales experience, what you’re looking for today is the knowledge to being your assault on the large account market. Where to begin your attack, which pitfalls to avoid, and what you need to plan out first.

Based on the personal experiences of 4D France’s sales engineers have risen and continue to rise to this challenge every day, pursuing more prestigious accounts, this presentation draws the framework from which you can construct your plan of action, without losing any time.