alt Hacker NewsI'm a founder (and started solo like the OP) in the tech / devops / infra space. Doing calls, and in-person meetings is the 10x accelerator for sales. The OP is quite right in his assessment of what types of calls there are. Pretty spot on.
However, the moment you can afford to have AE (Account Executives) and "sales" in general to field these calls, you might benefit. He IS leaving money on the table.
(yes, we have all pricing, free plan and super extensive docs on our site. But still calls and meetings seal the sweetest deals)
It's very obvious that keygen's market is people who hate sales calls.
Every market is different. Don't generalize your market to this market. Companies also go through phases where, what works for them when they are small and working in a niche won't work when they are larger. I suspect that keygen will need to do sales calls at some point when they are larger; if they choose to grow into that market.