Sales (Re)structuring & Selection in Enschede

The first sales structure of a Twente technology company breaks on one thing: the standard funnel has no validation phase. In measurement technology, materials or medical technology there is a paid trial, a test setup or a pilot with a single department between interest and order — no longer a lead, not yet a deal. We give that phase its own definition and its own exit criterion, including the agreement on what must be proven before anyone scales up. The second piece is the founder's role. He stays the technical authority but stops owning the pipeline, which takes an explicit handover and a weekly rhythm where he is not the only one who knows where things stand. In selection we look for someone who can sell technology without being an engineer, and who has the patience for a validation track.