Data Domain, we didn't hire our first fulltime salesperson until well into my tenure as CEO. First, we had to establish a good productmarket fit before we could attempt to cross the proverbial chasm between early adopters and the mass marketa concept first described in Geoff Moore's book Crossing the Chasm. We weren't ready yet to establish a systemic, repeatable sales process that would yield consistent results.

Amp It Up by Frank Slootman