Bockard: Use Free Trials as Accelerants, Not Rate Limiters
Cliff Bockard · Big Numbers from Small Customers: How DigitalOcean Accelerated at Scale | DigitalOcean SVP, Revenue · Dec 29, 2022 · at 9:38
Cliff Bockard, SVP of Revenue at DigitalOcean, discusses go-to-market mechanics and product packaging for developer and SMB customer acquisition.
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“I think an important concept that oftentimes in, in X as a service, if you will that we shy away from is, is allowing that free trial or basic packages to become a rate limiter. You know, do not let that happen. We've seen many, many, well, it's not only in my own business, in our own business here, but, you know, across corollary businesses where, you know, they've really, like, used the free trial offer as a springboard and as an accelerant.”
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