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Slack kind of found the holy Grail of SaaS sales where they get a foot in the door like a low-touch SaaS product where employees just start using it. But then t
by konschubert 9y ago
Slack kind of found the holy Grail of SaaS sales where they get a foot in the door like a low-touch SaaS product where employees just start using it. But then they convert this into a high-touch business with low churn after the employees convince their boss to start paying.
They basically have outsourced enterprise sales to their customers.
- andkon 9y agoThey didn't have an enterprise division until about a year and a bit ago, so I think it's more accurate to say that they found a channel that normally only works for low-touch SaaS, but for a product and business model that can charge SMB rates. As someone else stated in another thread here, $100k+ deals don't happen because some employees use your product. It requires an enormous amount of sales and marketing infrastructure — and just plain old time — to rally someone else's organization around the change that adoption of your product entails.
- goatherders 9y agoYammer did a great job with this kind of sales long ago as well.