I had a healthy debate this past Friday with a number of  EA colleagues on Twitter about EA and if it is only for large companies.  Keep in mind that I have never worked in a large IT shop.  Most of my career I have worked in IT shops ranging from 50-300 people.  Currently I am in a startup and there are 5 IT people.  So obviously, I have a different perspective than the typical EA advocate.

It all started when I sent out this tweet:

Just finished a great discussion about EA & small business with Forrester’s Jeff Scott.  EA is not just for the big guys!

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Jakob Nielsen is a guru on intranets. He recently posted an extensive piece on Social Networking on Intranets that addressed adoption issues for enterprise 2.0 so I felt the need to cross post from FastForward. Thanks to J.B.Holston at Newsgator for pointing it out to me. It is a summary of the key findings from a study of 14 companies in a much larger 168 page report. It begins with the subtitle, Ready or Not, Here Comes Enterprise 2.0, which sort of captures his approach. Jakob portrays enterprise 2.0 as something that younger workers are pushing on enterprises. If you go to slow you will lose good younger workers and if you go too fast you will run risks to overall corporate culture.

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First off, just to be clear, I’ve never been a sales person.  I’ve never even played a sales person on TV.  All the points below have been pulled from startup sales teams that I think work pretty well (including the team at my marketing software startup).

Building Startup Sales Teams

1.  Don’t hire sales people too early.  In the early days, the founders should be able to sell (and should be selling).

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