Stack Overflow used public usage data to identify enterprise sales targets
Prashanth Chandrasekar · How Stack Overflow Secretly Made $65,000,000 on its SaaS Last Year · Jul 18, 2024 · at 8:22
Stack Overflow CEO Prashanth Chandrasekar explains the community-led growth motion used to transition corporate users from the free public site to paid private enterprise instances.
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“In the context of, like, post customer one and two, I think at that point we started saying, okay, let's actually think about every possible customer that is using Stack Overflow, so we actually had that very specific list of the largest users company-wise, and we go, typically went into companies and we said, you know, you've got 2000 users using Stack Overflow, And by the way, here are all the tags that they're using. They're using Python. They're looking up content on Python. They're looking up content on PHP. And by the way, here's why you should think about having an enterprise license with us. So it was very much a bottoms up, tops down, similar to a PLG motion, but this is more of a community-led motion, if you will, or CLG sort of motion that we went after.”
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