alt Hacker NewsThis only works if your sales strategy is all about inbound sales, i.e. content marketing (like this article)/ads.
But if you're an enterprise b2b company and want to grow quickly rather than taking 8 years to go beyond 1 solopreneur like this guy you're going to want to do outbound sales.
It's also worth noting that this guys is mostly doing small deals. The literal largest price he has on his pricing page is 72k/yr, which isn't tiny, but his typical deal size is likely much smaller, so it makes total sense for him not to get on a call for $49/month, because that is not a scalable strategy.
But many enterprise b2b companies have a more complicated product than Keygen and charge orders of magnitude more than they do.
Which is not to say that he is wrong, it's just that this is the correct strategy for scaling a low ACV product, rather than a high ACV product. And a low ACV product has to have much broader demand.
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"But many enterprise b2b companies have a more complicated product than Keygen and charge orders of magnitude more than they do."
And how a call will make it simpler? Or why a telephone call becomes part of the service provided for the additional (higher) price (instead of other alternatives)?
It also only works if your product is quite good. I think we can assume a fairly normal distribution for the quality of products where the vast majority are neither very good or bad. An average company with average products will be more inclined to try aggressive sales and marketing tactics because they don't have a great product to help motivate sales.
That’s what makes this approach interesting to share. By now everybody is familiar with the enterprise software sales process and it’s nice to see how other companies are doing it.
People buy 100k cars online nowadays, why wouldn’t a great online presence also work?
Mostly fair, but I disagree about the need for outbound for rapid growth, based on some recent experience. Good PMF and you'll be drowning in inbound. Still need a call and white glove for bigger deals though.
We're primarily an enterprise b2b company, so definitely couldn't get away with the "no calls" culture. BUT the "why do calls happen" section is applicable to anyone really.
We need to hop on calls to close customers, but honestly we could probably cut 1/3 of those calls by following some of those suggestions.
i.e. better documentation, ready to go pricing proposals, pre-filled security questionnaires, etc.