Presentation I gave at Heavybit Industries (www.heavybit.com), describing the optimal business model for a B2D (business-to-developer) company.
For example, when is the right time to build a sales organization?
A New ModelEmergesCustomer Developmentand Low-Touch SalesTriaged Sales
The New Model:Early Phase• Early phase:• Inbound marketing• Low Touch, Bottom-Up (self-service, creditcard, free trial, etc.)• Emphasis on removing friction, e.g.:• Marketing automation• Product onboarding• Measurement
The New Model:Transition & LatePhase• Build sales org and processes• Triage sales• Gradually move to inside sales and fieldsales
Why not transitionsooner?• Sales people need a clear value propand a repetitive process• Sales people influence productdevelopment• Sales people influence marketing• Sales people distract from frictionremoval
When to make thetransition?• Self-selected queries about large deals• Somewhere between $50K-100K MRR• Year 2 from GA
When to make thetransition?• We have a clear understanding of:• Positioning• Pricing / Usage Metrics• What an “elephant” lead looks like(how to triage)