Why buy, Why you, Why now?
Product led growth and self selling self serving saas can go only so far – $50 to $100mn but rarely beyond in the same manner. Enterprise sales needs to kick in for hyper growth and this article by Mark Cranney in the A16Z blog of 2014 has some interesting insights. Mark headed OpsWare – a data center automation services company it outlines a model for attempting Enterprise sales. True job of sales people is not to communicate value to customers but to create new value for them.