Layering sales on a bottom-up self-serve product
The combination of bottom-up self-serve plus direct sales can simultaneously lower CACs and power larger contract values (with expansion into enterprise contracts).
This would never be possible in a pure self-serve model.
The crux of this article is that waiting too long to add sales-involvement often leads to a large opportunity cost. Many successful self-serve applications saw their market position usurped by competitors who adopted a sales-assisted motion and effectively firewalled the self-serve-only products out of lucrative enterprise segments (e.g. Dropbox).
[In the linked article] I’ll help you understand if layering in sales is right for your business, when to take the leap, and how to navigate this critical transition successfully
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
