Direct Sales

“I mean, this happened with the company that bought my company. They were very channel sales centric. I didn't think it would work well for our product. And they tried to move us over and after a year they had to switch back to direct, but like their philosophy…”

“You can nail PLG and enterprise. I just would argue that nailing one does not necessarily make you more likely to nail the other. So if you can do both, but you got to, in my opinion, you got to start with direct sales and then let the product get to where the…”

“I'm a believer in having control of your own destiny, and sort of selling it yourself as opposed to relying on a partner like the manufacturer to sell it.”

“A lot of people think if I nail PLG, then I'll nail enterprise. You can nail PLG and enterprise. I just would argue that nailing one does not necessarily make you more likely To nail the other. So if you can do both, but You gotta, in my opinion, you gotta sta…”

“Direct is our way of testing the market with new products, new concepts. Our channel partners don't have an appetite for testing or adventures or new stuff.”

“And you cannot build a moat by just having direct sales. You really have to have a thriving partner ecosystem.”

“People are having a lot of difficulty making paid marketing work for B to B, and obviously everything I'm seeing is with a caveat. Hopefully there are people out there that are doing fantastically well with it, but it is a genuine problem. No one really knows …”

“In my experience over multiple products, 80% of the dollars comes from Direct sales, independent of, like, how viral the organic is.”

“That direct sales is going to by far dwarf your cost, it becomes all of your variable cost, and that will become your margin, and that will set your valuation.”