For the Validation phase of VEF, the focus is on executing the go-to market plan and gaining sales traction. This is important not only from a sales revenue and margin perspective, but also in terms of  capturing reference accounts in the vertical segments of interest.

The types of resources covered here are account executives, inside sales reps, channel executives, pre-sales engineers, sales leaders, marketers, marketing program managers, among others. 

For the most part, these resources are located in the country where the go-to-market expansion is expected to begin i.e. the United States.

During the Scaling phase of VEF, in addition to increasing market coverage by bringing more Sales and Marketing resources, it is important to ensure that the infrastructure runs smoothly and the operations team is fully staffed.

To support the systems and respective infrastructure, developers and systems engineers with varied levels of seniority, trained and certified to support different technology stacks.

To support operations, analysts and program managers with the right level of seniority and experience.

These types of resources are preferably located in the country of origin of the vendor or client for cost efficiency and proximity.