Freshworks expanded SolarCity from a 25-seat deal to nearly $1M ARR
Girish Mathrubootham · Girish Mathrubootham: Biggest Product and Pricing Lessons from Scaling to $597M in ARR | E1142 · 20VC with Harry Stebbings · Apr 19, 2024 · at 16:57
Girish Mathrubootham, founder and CEO of Freshworks, illustrates how bottom-up PLG land-and-expand motion worked inside enterprise accounts like SolarCity before a formal sales team was in place.
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“We entered SolarCity, I think with a 25 seat deal. And two years later when we hired our first president of sales in the US, he went and spoke to SolarCity. We found out that 13 different teams were using it, more than a thousand licenses. They were almost paying us a million dollars a year, but under 13 different invoices.”
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