top-down sales strategy
1 statements across 1 episodes · 1 bullish · 0 bearish · 1 people on the record · first statement Jan 2, 2019 by Ben Horowitz · across every show →
Everything said about top-down sales strategy, oldest first
Jan 2, 2019 positive
Horowitz: Okta won identity management by switching to top-down sales
“And so they ended up, although they started out with an inside motion, more of a bottoms up motion being much more of a top down motion generally as it went on. And that channel strategy actually is, I think in retrospect, what won them the market against the …”