direct sales force
3 statements across 3 episodes · 1 bullish · 0 bearish · 2 people on the record · first statement Jan 2, 2019 by Mark Craney · across every show →
Everything said about direct sales force, oldest first
Jan 2, 2019
Cranney: Deal sizes must be large enough to fund direct enterprise sales
“If it's something that requires you to come in high and move left and right and be agile in the organization as well as up and down, and because of the complexity is, that typically means there's also going to be a big outlay, either cap, capital and or Operat…”
Jan 2, 2019
Casado: Enterprise software sales faces a $30k to $150k 'valley of death'
“In direct enterprise software sales, it seems to be this valley of death between like, say, 30 K and a 150. If you're 20 K or below, you know, it, you can call somebody up and they can pay for it. And let's say if you're 200 K and above, then you have a hopes …”
Jan 2, 2019 positive
Casado: Direct sales teams maximize ACV for bottom-up software companies
“Does it still make sense to build a direct sales force? As in, will it increase the unit economics if you do? I think our experience here with Slack and with GitHub and with many companies is, It's definitely yes, right? Yeah, the answer is yes. Because that's…”