3 ms·

Acquiring new customers would become quite difficult, though. If you increase prices to a point where everyone who can leave will leave, who in their right mind

Acquiring new customers would become quite difficult, though. If you increase prices to a point where everyone who can leave will leave, who in their right mind would choose your product and risk another price hike in the future?

alephnerd 2y ago
All prospects are not the same. You have 5 types of accounts: - Strategic: F500s or very well known startups - Enterprise: F1000s - Mid-Market: Companies below $1B a year in revenue - Federal: Federal Government - Channel/Reseller: For companies that are too small, you have a MSP sell for you because you can't be bothered to sell to them. Strategics, Enterprises, and Fed will always get good deals and will always have protracted conversations, as these are accounts spending 7-9 figures. Mid-market and below will always have a bad time because they ain't spending enough. We're businesses, not your friends. We'll try to help, but at the end of the day, we want to get paid as well.
- AtlasBarfed 2y ago
  Problem is, you are opening up the market for open source competitors by not servicing the mid market. Customer service is becoming truly extinct.
  - alephnerd 2y ago
    > Problem is, you are opening up the market for open source competitors by not servicing the mid market. You aren't. They go to resellers or other large vendors (eg. this example of going from VMWare to Nutanix) Open Source competitors (NOT open core companies) do not provide the SLAs on support needed if SHTF.
- markus_zhang 2y ago
  Makes sense. Does that mean there is a bigger market for mid-market and below now? Maybe it is too annoying for the big companies to care, but could be lucrative for smaller ones.
  - alephnerd 2y ago
    > Does that mean there is a bigger market for mid-market and below now Nope. Tech forward mid-markets (eg. every single tech startup) are all cloud first, and the legacy mid-markets will go thru MSPs and Resellers to buy these products. No one likes IT spend. It's a cost center.
    - markus_zhang 2y ago
      Gotcha, thank you. Yeah, no one likes a cost center...and IT is usually the first to layoff.

alephnerd 2y ago

All prospects are not the same. You have 5 types of accounts: - Strategic: F500s or very well known startups - Enterprise: F1000s - Mid-Market: Companies below $1B a year in revenue - Federal: Federal Government - Channel/Reseller: For companies that are too small, you have a MSP sell for you because you can't be bothered to sell to them. Strategics, Enterprises, and Fed will always get good deals and will always have protracted conversations, as these are accounts spending 7-9 figures. Mid-market and below will always have a bad time because they ain't spending enough. We're businesses, not your friends. We'll try to help, but at the end of the day, we want to get paid as well.

AtlasBarfed 2y ago
Problem is, you are opening up the market for open source competitors by not servicing the mid market. Customer service is becoming truly extinct.
- alephnerd 2y ago
  > Problem is, you are opening up the market for open source competitors by not servicing the mid market. You aren't. They go to resellers or other large vendors (eg. this example of going from VMWare to Nutanix) Open Source competitors (NOT open core companies) do not provide the SLAs on support needed if SHTF.
markus_zhang 2y ago
Makes sense. Does that mean there is a bigger market for mid-market and below now? Maybe it is too annoying for the big companies to care, but could be lucrative for smaller ones.
- alephnerd 2y ago
  > Does that mean there is a bigger market for mid-market and below now Nope. Tech forward mid-markets (eg. every single tech startup) are all cloud first, and the legacy mid-markets will go thru MSPs and Resellers to buy these products. No one likes IT spend. It's a cost center.
  - markus_zhang 2y ago
    Gotcha, thank you. Yeah, no one likes a cost center...and IT is usually the first to layoff.