Enterprise Sales Is More Like Consumer Cells

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It's crazy how the dynamics of the consumer have kind of trickled into the enterprise. Instead of trying to top down with a big enterprise sales force and push soft were to everybody, you win an individual,. Then through that, you win team, and then the team infects a business unit. The viral nature of these products is a we generation tool to customer acquisition tool. But i think there's this big middle ground where companies like slack are or zumes use their soft ware and the fixed cost, zero mar nature of it with a sort of premiu model to sort of acquire leads rit and they'r acquiring leeds.

Ben and James discuss the Zoom and Slack IPOs in the context of Microsoft’s current success and long-term challenges.

Links

Ben Thompson: Microsoft, Slack, Zoom, and the SaaS Opportunity — Stratechery
Ben Thompson: The State of Technology at the End of 2018 — Stratechery
Ben Thompson: Google Fights Back — Stratechery
Ben Thompson: The End of Windows — Stratechery
Ben Thompson: Microsoft’s Earnings, Microsoft’s Growth Opportunities — Stratechery
Ben Thompson: Microsoft Build, Microsoft’s Strategic Clarity, An Interview with Microsoft CEO Satya Nadella — Stratechery
Ben Thompson: The Cost of Developers — Stratechery
Ben Thompson: Google Fights Back — Stratechery
Geoffrey Moore: To Succeed in the Long Term, Focus on the Middle Term — Harvard Business Review
Ben Thompson: Apple Should Buy Netflix — Stratechery
Ben Thompson: Services, Not Devices — Stratechery