One key question to ask your sales team is "what does the process look like for obtaining a trial of our product? Is there a lot of friction there?" We frequently get people who just want a trial without meeting sales - our AEs are careful to avoid running pointless trials for tire-kickers while preserving real deals. Our sales team is adept at running those trials as formal proof-of-concept, with agreed upon criteria. While execs value a good trial, in my experience self-service is not a good way to run those trials. It needs to be limited/lower tier access to protect larger deals, and we will be keeping a close eye on companies with a lot of individual users as those will be extremely low hanging fruit for our sales team. We are now going to start selling lower-tier access to individuals in a self-service checkout online. This was the main motivator for us developing this motion. Our sales team frequently hears from those ICs at good-fit companies that they want to use our product, and they hate hearing that we need to make a deal with their VP in order for them to get access - they cannot just buy in themselves. Tool is primarily used by ICs in sales, our marketing tool is a more advanced and expensive implementation. SaaS sold into sales and marketing teams. We are 1B+ ARR, average deal size is 18k annual. We are in the early stages of a PLG motion, so I'll explain that at a high level. Is 100k ARR is your average deal size? If that's the companies you're targeting, that's tiny.
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