Box uses sales reps for 25-employee companies while Atlassian uses none
Danny Herzberg · From Freemium to Enterprise with Slack · Jul 1, 2019 · at 20:22
Danny Herzberg, Director of Sales at Slack, compares enterprise go-to-market spectrums between Box's sales-heavy model and Atlassian's self-serve product-led model.
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“Box has, I think, a sales team that staffs, even, you know, 25 employee company can talk to a sales rep and engage, and those people are on quota, and that's a full team right there. And then on the extreme, on the other side of the spectrum is Atlassian, which is essentially no salespeople selling all the way up to the Fortune 100.”
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