Bottoms up has become increasingly prevalent since then (Notion, Airtable, Figma) -- it's sexier to build a business that's growing organically. But, it's just so rare to cross $100M ARR that way.
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Maybe I'm just being cynical, but I worry (in a strange twist) that we now under-index on the importance of the traditional top-down enterprise sale. Look at what public market analysts push any B2B software company on --> "How many accounts are over $100K ACV?"
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Some further notes / commentary: -
@eladgil on "Fear of Sales" http://blog.eladgil.com/2019/10/fear-of-sales.html … -@nakul on "Non-linear growth"https://medium.com/lightspeed-venture-partners/thoughts-on-non-linear-growth-in-b2b-startups-452c0263b08f …Prikaži ovu nit
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Still need a really solid sales motion, bottoms up helps capture longtail (acquire lottery ticket clients cheaply) and gets you into the door, but still need to convince businesses to buy. “The product sells itself” is never actually true...
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Bottoms up selling is a great to get to some threshold (say 10M or 25M ARR) but at some point you have to build a traditional enterprise sales org to go top-down. Very rare to see bottoms-up-only allow for sustainable growth beyond 100M ARR (though it does happen)
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1) So after working at an enterprise-level company, it is VERY difficult for a startup to make it thru a procurement process. Criteria is too difficult (especially the “will this company still be around in 10 yrs?” Q. Not to mention sales cycles are way too slow. 1 yr +.
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2) By the time you have enough enterprise clients to be a viable business, you’ve already blown thru most of your funding
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Love the idea of correlating bottom-up x top-down with mission criticallity. Cc
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Čini se da učitavanje traje već neko vrijeme.
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