Selling: From complex to simple

An interesting thought from a friend of mine over lunch a couple of days ago (that’s my rewrite, so errors are mine).

Hi-tech companies start with the complex, high value add, because it means high differentiation. That’s where engineers shine. But as their market expands, marketing becomes more and more important. And marketing hates complexity, because it’s hard to sell. So as the company grows, it natually swings towards commodity markets, not because they bring more money, but because they are simpler to sell.

Simple. Right, or wrong?

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