Selling software products and IT services to medium-sized businesses and large corporations (national and international) in the area of digitalization is more complex than selling simple goods, for example. In addition, the sales cycle for financial decisions in this area often lasts several months and often has a project character due to the associated process changes. For this reason, in addition to specialist knowledge, skills such as patience, the right instinct, but also the knowledge of what needs to be done in each phase of the sales cycle are immensely important for success in the DACH market, in order to be able to successfully operate the market development and expansion. Another factor is that in the tech industry in particular, sales and marketing have already gone digital. If you do not position yourself authentically on all platforms, actively manage your digital market presence strategically and operationally, and play lead generation across all channels, you will definitely grow more slowly than your competitors and steadily lose market perception.