Elena Verna: recommendation

Transcript context

…Mm-hmm. ... period. That means you going for contract values that are probably over your sales floor, so the minimum that the sales is willing to engage and close, which is traditionally around $15,000. If you're going for contract values of $15,000, that means you're probably trying to close a hundred, $200,000 contracts as well. Who can handle a hundred, $200,000 contract? It's not going to be a small startup. It's not going to be an SMB. It's probably going to be higher end of more of a mid-market segment, so 200 employees-plus. More likely it's going to be towards the enterprise segment of a thousand employees-plus. If you are not ready to go upmarket, I would say keep it easy on the product-led sales because sales means quotas. Sales means large contract values. Sales means you are going upmarket whether you like it or not, and some products, they should stay in the prosumer individual space. Maybe they're geared towards contractors or freelancers or squarely towards startups. Those persons are not interested in talking to sales in the first place. They have much lower bearing of how much they're willing to spend, so their price sensitivity is much higher. They prefer to do all self-serve in the first place, so it's really need to be conscious about what that will do to your go-to-market motion because it definitely skews it and pulls it up. Got it, so what I'm hearing is that if you're starting as a self-serve-oriented product and you're starting to maybe hire for a salesperson, is the approach start approaching it from product-led sales motion versus now we're going to add the sales independent team that's kind of doing their own thing?…

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