Making Retool's self-hosted tier self-serve intentionally reduced distracting sales pipeline
Krithika Shankarraman · Growth tactics from OpenAI and Stripe’s first marketer | Krithika Shankarraman · May 25, 2025 · at 1:00:52
Krithika Shankarraman, former marketing leader at Retool and Stripe, discusses software pricing experiments and the impact of moving enterprise features to self-serve.
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“Something quite controversial, which is to take the thing that our sales team was gated on a self-hosted version of retool and made that available self-serve to anybody who wanted it. They didn't have to talk to a salesperson and that kind of blew up the funnel, right? Because the amount of pipeline that the sales team saw had diminished considerably, but it also helped them focus up market on higher ACV deals.”
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