 Selling Air: A Tech Bubble Novel
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Wayne Angelis joins InUnison Software, his third attempt at riding a startup to IPO. The company appeals to him because InUnison and its visionary CEO have sterling reputations for integrity. Wayne inherits the territory of Tom Gatto, ousted for dubious sales tactics that have put InUnison’s business at risk. Gatto, motivated more by immediate financial gratification than his customers’ success, lands takes a job with fierce competitor VibraWeb, whose management has no moral qualms about his nefarious sales tactics.
Accompanied by his naive, idealistic, but loyal sales engineer, Wayne must contend with Gatto and more--internal competition, jealousy, hidden agendas and downright incompetence–-in order to achieve his number and capture the brass ring. The Dickensian cast of characters includes psychotic MIS types, evil CEOs, clueless customers, compulsively foul-mouthed members of upper management, dreamy-eyed engineers, and parasitic ne'er do wells from business development. A wonderful read and the only novel that gets the high-stakes world of software sales and marketing “right!”
Here’s What the Critics are Saying About Selling Air
“Selling Air is a totally fascinating not-very-fictitious saga of life inside a high tech start-up. It describes all at once why high technology succeeds and fails at the same time, and why those who get close enough to participate have their lives wrecked, transformed, and enriched in ways that they could not at all predict. This inside look at a modern runaway train explains why traditional ethics and truthfulness become increasingly difficult to maintain, and after a while makes you want to hide someplace quiet.”
“For those of you who imagine that this is too wild to be true, it's not. For those of you who suspect that this life is too hectic and confusing to be real, it's not. For those of you who long to participate in the excitement of a high technology start up, read the book. It's as exciting as experiencing it personally, and you'll live a lot longer."
Jim Green, CEO, Composite Software; founder and ex-CEO, Active Software
“Dan Herchenroether has written the first novel to capture the reality of Silicon Valley: a weird cast of characters all in pursuit of 'the number'. Selling Air works on a number of levels: it's a tale of the roller coaster economics of Silicon Valley, but it's also a tale of pursuit."
Zack Urlocker, VP Marketing, MySQL
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