how 10 million freemium users built our enterprise model
Post on 15-Feb-2017
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How 10 Million Freemium Users Built Our Enterprise Sales
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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why we chose freemium
2000 2005 2010 2015
1999
2003
2004
2006
2007
2010
2013
Marketing
Data Scientists
Support
Product/Eng
core competencies:
jason lemkin:
“We’d all love to do freemium because we don’t have to hire salespeople …”
“… 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.”
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
Support Sales
Digital Marketing Demand Gen
Support Customer Success
End User Focused Enterprise Focused
1.
2.
3.
4.
4 key functions:
support sales
support sales
digital marketing demand gen
digital marketing demand gen
Approved and Enabled
support customer success
Top of Funnel
Middle of Funnel
Sales
Expand, Upsell,
Cross sell David Skok, Driving Saas Success Using Key Metrics, SaaStr 2016
end user focused enterprise focused
Users
Collaboration Licensing
IdentityManagement
AppIntegration
“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
2000
3000
4000
5000
6000
# us
ers
lucidchart.com
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