Either you make stuff or you sell stuff!

There's a great story told about Larry Ellison, the founder of Oracle Corporation ...

One day, in the early 1980s, he was introduced in the corridor to a new employee, and the conversation reportedly went something like this:

Ellison: "Do write software?"
New Guy: "No"
Ellison: "Do you sell software?"
New Guy: "No"
Ellison: "So, if you don't write software, and you don't sell software, please tell me - very slowly - what exactly do you do for my company?"

Whatever else he may have been accused of over the years, certainly no one can say that that man is not focused!

But the truth is, everyone working for our B2B company - and let's call it B2BCo - can have one of only three roles:

• they make stuff

• they sell stuff

• they support the makers and the sellers

Let's draw a picture to see what a simple support environment might look like...

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