Why Build a Sales Organization? | Summary and Q&A

TL;DR

Sales organizations increase revenue per customer and allow for the exposure of enterprise features in a freemium model.

Key Insights

• 🔓 Sales organizations are crucial for maximizing revenue per customer and unlocking the potential of enterprise features in a freemium model.
• 🍉 Freemium models, while effective at attracting customers initially, have limitations in terms of feature exploration.
• 🏛️ Top-down selling helps expose enterprise-class features to a wider audience and justifies the presence of a sales organization.
• 📣 The "sales productivity gap" represents the difference in revenue per customer with and without a sales organization.

Transcript

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Questions & Answers

Q: Why do entrepreneurs need a sales organization if they have a great product?

While a great product can attract customers initially, a sales organization is crucial for increasing revenue per customer and unlocking the potential of enterprise features that individuals may not be aware of or interested in.

Q: How does a freemium model affect the dollars per customer over time?

In a freemium model without a sales organization, the dollars per customer may slightly increase initially but eventually flatten out as users only explore features that are important to them. They may not engage with enterprise-class features.

Q: What role does top-down selling play in exposing broader product features?

Top-down selling involves targeting CIOs, CTOs, or CEOs to sell a product. This strategy helps bridge the gap between freemium adoption and exposing enterprise-class features to a broader audience, necessitating the presence of a sales organization.

Q: How can the productivity of a sales organization be measured?

The effectiveness of a sales organization can be measured by comparing the revenue per customer with and without a sales team. If the line representing revenue per customer remains constant over time, the sales organization may not be effective.

Summary

In this video, the speaker addresses the common question of why companies need a sales organization if they have a great product. He explains that while a freemium model and viral adoption can work well, sales plays a crucial role in increasing the revenue per customer. The speaker uses a graph to illustrate how the dollars per customer may increase slightly over time without a sales organization but eventually flatten out. He highlights the importance of sales in exposing broader features to a wider audience and justifies the need for a sales organization by emphasizing the sales productivity gap.

Questions & Answers

Q: Why do companies need a sales organization despite having a great product?

Sales organizations are essential because they increase the revenue per customer. While a freemium model and viral adoption can be effective in attracting customers, sales allows the company to showcase enterprise-class features and justify the higher dollar value of the product.

Q: How does a freemium model without a sales organization impact the revenue per customer?

Without a sales organization, the revenue per customer may increase slightly over time, but it eventually reaches a plateau. This is because freemium models typically only expose customers to a limited set of features. Enterprise-class features, which are important for broader market adoption, often go unnoticed without sales.

Q: What is the significance of enterprise-class features in the context of sales?

Enterprise-class features, such as advanced security measures, are important for selling the product to CIOs, CTOs, and CEOs. While end-users may not consider these features essential, sales organizations play a crucial role in promoting and explaining the value of these enterprise-class features to potential customers.

Q: How does a sales organization contribute to top-down selling?

Sales organizations enable top-down selling, where they target decision-makers such as CIOs, CTOs, and CEOs. By engaging these individuals and selling the virtues of the product and its enterprise-class features, the sales team can gain access to a broader audience and increase the revenue potential.

Q: What is the sales productivity gap?

The sales productivity gap refers to the difference between the revenue per customer with and without a sales organization. This gap measures the effectiveness of the sales efforts. If the revenue per customer remains unchanged or shows minimal improvement with sales, it indicates that the sales organization is not very effective in increasing revenue.

Q: How can companies justify the cost of building a sales organization?

To justify the cost of building a sales organization, the company needs to ensure that the sales productivity far exceeds the expenses of maintaining the sales team. This can be achieved by measuring the delta between the revenue per customer with and without sales and ensuring that the increase in revenue justifies the investment in the sales organization.

Takeaways

Building a sales organization is crucial for companies, even if they have a great product. While freemium models and viral adoption can attract customers, a sales organization plays a key role in increasing the revenue per customer. By showcasing enterprise-class features and engaging decision-makers through top-down selling, sales can expose broader features to a wider audience. Justifying the cost of a sales organization requires ensuring that the increase in revenue far exceeds the expenses involved.

Summary & Key Takeaways

• Sales organizations increase revenue per customer by effectively explaining the virtues of a product, especially enterprise features.

• Freemium models initially attract customers, but their willingness to explore additional features is limited.

• Top-down selling through a sales organization helps expose a product's broader features to a wider audience.