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How 10 Million Freemium Users Built Our Enterprise Sales
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Dan CookVP of sales
@dancook22
Karl SunCEO
@karlxsun
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PRESENT
HISTORY
1
CHAT
LAYERS
2
COMMENT
SETTINGS
SHARE
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AccountShareDesign Process FlowchartSavedFile Edit View Insert Arrange Share Help
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why we chose freemium
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2000 2005 2010 2015
1999
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Marketing
Data Scientists
Support
Product/Eng
core competencies:
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jason lemkin:
“We’d all love to do freemium because we don’t have to hire salespeople …”
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“… but what we all kind of figured out is there just aren’t enough businesses in the entire world to get to a $100 million business at freemium.”
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Freemium No Touch Self-Service
Light Touch Inside Sales
High Touch Inside Sales Field Sales Field Sales
with SEs
sales complexity
David Skok, Driving Saas Success Using Key Metrics, SaaStr 2016
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Support Sales
Digital Marketing Demand Gen
Support Customer Success
End User Focused Enterprise Focused
1.
2.
3.
4.
4 key functions:
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support sales
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support sales
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digital marketing demand gen
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digital marketing demand gen
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Approved and Enabled
support customer success
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Top of Funnel
Middle of Funnel
Sales
Expand, Upsell,
Cross sell David Skok, Driving Saas Success Using Key Metrics, SaaStr 2016
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end user focused enterprise focused
Users
Collaboration Licensing
IdentityManagement
AppIntegration
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“Patient Zero” IT buyer reaches out
Security features
Enterprise deal closed
Account “Enabled”
2010
1000
2011 2012 2013 2014 2015 2016 2017
Upsell at renewal
journey of a freemium to enterprise customer
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# us
ers
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