Layering sales on a bottom-up self-serve product

Lenny Rachitsky

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Pete Kazanjy

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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

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