Knight: Enterprise buyers need month-long free trials to test workflow changes
Jen Knight · Product-Led Growth: Panacea or Boondoggle? | AgentSync Co-Founder/CTO + OpenPhone Co-founder · Mar 15, 2022 · at 12:25
Jen Knight, co-founder and CTO of AgentSync, discusses introducing product-led trial experiences into an otherwise enterprise-dominated go-to-market motion.
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“What we found for some of our larger enterprise customers is that they're excited about it in theory, but they really do need to get their hands on it, because they need to see how the team is going to change their motion, and it's really powerful for us to be able to give them a try it for free motion that is, you know, a month long.”
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More from Jen Knight
Knight: Freemium and bottom-up motions fail in enterprise insurance software
“And it is a business application. So there is no really bottoms up motion there. We had to have a product that could get the frontline licensing. I'm interested and excited, but they aren't in control of You know, buying new software. They go through procureme…”
Knight: AgentSync paused early sales and hired customer success to prioritize retention
“So our first hires were actually customer success. Niji, Put that in play because he was nervous about selling more and we put a hold on selling because we wanted to make sure that we could make people successful, and then we ramped up the sales team”
Knight: Guided demos remain AgentSync's most powerful sales motion
“Effectively getting a demo and having someone walk you through this process is the most powerful motion for us.”
Knight: Insurance enterprise sales cycles can reach two and a half years
“And, in insurance, some things are two, two and a half year long deal cycles, so you kind of have to get ready, and you have to be creative on how you're tackling that.”
Knight: Customer success leads most AgentSync account expansion conversations
“Our customer success team leads most of those conversations. We're starting to bring more product lines and learning what that motion is going to look like, but they've done a fantastic job because they're responsible for Owning that relationship”