Liu: PLG startups should avoid discounting; enterprise sales should discount selectively
Rich Liu · Rich Liu: Sales in 2023; How to Onboard, Manage and Scale Reps; PLG vs Enterprise Growth | E1023 · 20VC with Harry Stebbings · Jun 7, 2023 · at 50:18
Rich Liu is the CRO at Everlaw and former GTM executive at MuleSoft and Meta. He shares tactics on pricing and discounting strategies across different go-to-market models.
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“If I'm running a PLG, like, don't waste your time getting into these cycles of, like, discounting and not, but if I'm running, like, an enterprise sale, I like to hold a high list and then figure out how I need to discount to still protect the premium and get the deal done.”
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