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The document provides lessons on a new sales model for software enabling discovery and distribution directly to users. It discusses that 1) budgets, organizations, and IT departments have not fundamentally changed, 2) companies must decide if their product and company are suited for this model, and 3) choosing wisely between offering a freemium or free trial version depending on factors like how long value takes to realize, growth potential, and market type. It also notes that 4) companies cannot successfully build two models at once and must think of their approach as a pyramid, not a hybrid.
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S2 s talk
- 1. Lessons from the new the sales model KennyVan Zant @kennyvz
- 2. New Discovery & Distribution enabling users to find, try & buy software 1. Know What Changed Not New Budgets Organization structures IT departments
- 3. 2. Decide ifYou Can Is your product... simple enough to be understood by a user simple enough to be used without hand-holding serving a widely felt pain point able to have a variety of price points Is your company... capitalized to support the model led by product-centric, analytical people
- 4. 3.Trial or Freemium? Choose Wisely You are creating scarcity of time, features, or scale Know your user & buyer Don’t try both in one product (noise)
- 5. Choose freemium if... Your product needs time for value (Evernote) OR Your growth vector is viral (Dropbox) OR It’s a winner-take-all market (GitHub) AND You are capitalized for it (freemium gestation period)
- 6. Choose Free Trial ... everywhere else. Buyers self-select (signal vs. noise) Easier to build sales model Generates Revenue $ooner
- 7. 4. Can’t build two models at once Golden Motion Monkeys beat spreadsheets Think Pyramid, not Hybrid Hunter/Farmer model flips