Right. The conversion rate is better for some products after a salesperson walks the customer through. Of course, you're cutting off the cohort of people who j

Right. The conversion rate is better for some products after a salesperson walks the customer through. Of course, you're cutting off the cohort of people who just don't want to talk to a salesperson - so you'll never convert those - but you're converting at a far higher rate with people who need explanations and a salesperson to help them navigate the internal blockers at the company. There is a good joel-on-software post about this - essentially once the price goes above a set level - maybe $2000 all in - then the price has to jump because enterprise-y sales means that the buyer has to justify it to their purchasing, which means needing a salesperson to do all the grunt work to help. A lot of people in the no-touch SaaS model think this is nuts - but the fact is different models work for different people. Just because two companies have similar-sounding products, it doesn't mean they are in the same market. Gmail and Exchange server essentially do the same thing, but the markets are mostly different, with only a small overlap.