Elements of an efficient Sales engine for your software business
When asked whether he saw any pattern in the recently listed software co’s wrt sales efficiencies Tomasz Tunguz found one –
“All of these businesses sell bottom up with small initial ACVs that grow dramatically. Atlassian, Zoom, Twilio, Slack, New Relic, Elastic. All of them target small groups of users within larger organization who introduce the vendor. Over time, usage grows, accounts expand. Some acquire through open source, others through virality (Zoom).”
