4 ms·
Bottom-up really requires the “and up” part: - each pricing plan targets an org scale - and the features address those problems That’s why websites tend to g
by zmgsabst 4y ago
Bottom-up really requires the “and up” part:
- each pricing plan targets an org scale
- and the features address those problems
That’s why websites tend to go from selling you on individual features (5 servers a month!) to team features (10 headcount!) to organization features (auto-invoice! SAML!). Your entry point is the bottom user (5 server home IOT), who convinces a manager (our team needs this!), who convinces a director (we can solve this org issue!).
The problem you’re describing is “bottom only”: if you only solve the basic problem, you’ll only attract bottom clients.
(I agree with your point about middle-out; just emphasizing the “up” part of bottom-up.)
- debosmit 4y agogot some other interesting insights from the BCG post by Akash Bhatia related to the stage of the company and their cloud adoption see `Creating a Developer-Focused GTM Model` [here](https://www.bcg.com/publications/2022/developers-influence-in-enterprise-tech-sales https://www.bcg.com/publications/2022/developers-influence-i...) taking the purchase pathway of: 1. need/demand 2. shortlisting 3. testing/evaluation 4. final decision it seems like the dev teams has (and derivatively, the developers have) say in at least the testing/eval and the final decision stages. as cloud native becomes more mainstream, i'm sure we can see how this influence will affect each stage of the purchase pathway.
- RyanHamilton 4y agoYour individual->team->organization breakdown is an excellent way to look at it. Simple, short, perfect. Thanks.
- richtong1 4y agoDefinitely.
- deleted 4y ago[deleted]