Selling a $50/month SaaS subscription takes as much effort as $100k deals
James Hawkins · From Pivot Hell To $1.4 Billion Unicorn · Y Combinator · Dec 10, 2025 · at 8:33
PostHog co-founder and CEO James Hawkins compares the sales friction of early startup ideas that lacked product-market fit to enterprise software sales in his previous career.
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“Like in my previous job we used to sell, like, enterprise software for millions of dollars a year, and I can remember multiple times thinking I'm having to work kind of as hard to sell a, like, 50 dollar a month SaaS subscription, as I was to sell, like, a 100,000 dollar a year plus deal in my last job.”
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