Desai: Multi-product companies should sell committed dollar pools instead of individual SKUs
Milin Desai · Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO) · May 16, 2024 · at 11:49
Sentry CEO Milin Desai discusses enterprise sales mechanics and pricing model innovations developed at VMware.
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“As you go to multi-product, instead of trying to sell skew by skew by skew, death by skews, you could just say, Committing a certain amount of dollars, which is called Cloud Commit Now and everything else, right? But this idea that you're committing a pool of money and then you're going to use it across a variety of things in that, right? So you're still reserving capacity for X, Y, and Z, but this idea of an enterprise license agreement over a period of time, that was another, I think, neat little kind of enterprise selling innovation that kind of helped the trajectory of the company in that regard.”
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