How 10 Million Freemium Users Built Our Enterprise Sales

Dan CookVP of sales

@dancook22

Karl SunCEO

@karlxsun

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PRESENT

HISTORY

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CHAT

LAYERS

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COMMENT

SETTINGS

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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

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# us

ers

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