If a company offers a free tier and a paid tier of their product, and the free tier is sufficiently useful, you can bet their salespeople hate it. Even when it’

If a company offers a free tier and a paid tier of their product, and the free tier is sufficiently useful, you can bet their salespeople hate it. Even when it’s the thing driving customers to their platform in the first place. They see it as unnecessary competition. While sales leadership may not be the most important people in the org chart, sales focused thinking permeates executive culture. Sooner or later, the that free tier will end up in their crosshairs. Some companies have the discipline to hold out longer, but when quarterly performance is at risk, it’s only a matter of time.