This internal viral growth strategy is actually a disruptive methodology to traditional sales methods. Most companies did not buy this way traditionally. Startu

This internal viral growth strategy is actually a disruptive methodology to traditional sales methods. Most companies did not buy this way traditionally. Startups and hackers often think this is how software is sold to the Fortune 500 but for the most part the CTO or someone in her office has already been woo'd and large enterprise agreements are in place. When a product like this begins to gain traction inside a large company it usually sparks a response from an internal immune system of champions for the entrenched software companies. These people are trained to explain why the new product cannot "scale" to enterprise needs and spread FUD about the new product. From my experience if the new product can keep it's prices very low the price pressure can usually win out in the long run. Paying an army of salespeople to take everyone out for steaks can be expensive and in the end that cost is put back on the customer. You can see the incumbents (IBM, CA etc) trying to figure out how to deal with disruption caused by companies spreading with this more viral model. (Amazon AWS, Atlassian etc). Fun times out there it's interesting to see how the world is changing.