Lawson: Usage-based SaaS needs recurring packages to justify enterprise sales reps
Jeff Lawson · Twilio: The Inside Story with Jeff Lawson, CEO/Co-Founder · Jul 10, 2017 · at 13:22
Jeff Lawson, CEO of Twilio, discusses sales qualification strategy and how to justify allocating sales reps when entry-level usage pricing starts at a penny.
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“If you're not willing to sign up for this monthly recurring package, then you're probably not a very qualified opportunity, right? Because with our usage-based model, the prices at Twilio start at a penny. Yeah. And you can sign up on our website and get going and just pay us as you go, and that's fantastic. But it's hard to put an enterprise sales rep's time towards a deal If literally our SKU costs a penny.”
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