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Scale Not Sales: Automating Revenue So Graph Go Up
A lot of sales books preach principles that sound good but provide no engineering solutions. This is how we automated our sales process to build the experience our customers deserve.
The true essence of PLG or “product-led growth” (the part that we agree with) is to create a product that is so valuable, its purchase becomes a natural choice — where payment is the default and all barriers to adoption are minimized. From this insight we then created our first Enterprise-lite offering (“Business Class”) which allowed us to designate increased compute limits and support SLOs for those who needed more attention (like paging us at 3 AM) to address their concerns. W e’ve started generating insights cross correlating data on off-product events such as outages and support response times to determine if they affected a customer’s propensity to stay on the platform.
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