How to Scale a SaaS Product?

If the players in that market are largely sales led, taking that more old school approach of selling software via sales people, probably the most strategically smart thing to do is to spend the time and capital in investing in a product that approach. It's very difficult to defend against that as a large enterprise. You're able to try it for free without any sales calls whatsoever, and then upsell to a couple of hundred dollars a month or whatever in order to start using the full features. So that's what these are attacking in companies and industries with. Even if that isn't how you want to scale, getting into a customer discovery conversation doesn't even have to be a sales conversation at all.

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