InnovateXStream · 2025-02-21 · 54 min
Industrial software sales are a different beast. Unlike consumer or even enterprise SaaS, selling to industrial businesses means navigating long sales cycles, complex decision-making hierarchies, and a web of stakeholders - each with their own priorities. In this episode, I sit down with Dave Westrom , author of Industrial Software-to-Market: A Go-To-Market Guide for Early-Stage Software Companies , to break down what really works in GTM strategy for industrial software. His book isn’t just another GTM playbook - it’s a field manual for selling industrial software , packed with real-world lessons from the trenches. Dave provides a roadmap on how to position, sell, and scale industrial software businesses with clarity and execution. If you’re in this space, it’s a must-read.
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