Lessons from the new the

sales model Kenny Van Zant@kennyvz

NewDiscovery & Distribution enabling users to find, try & buy software

1. Know What Changed

Not NewBudgets

Organization structures

IT departments

2. Decide if You CanIs your product...

simple enough to be understood by a usersimple enough to be used without hand-holdingserving a widely felt pain pointable to have a variety of price points

Is your company...

capitalized to support the modelled by product-centric, analytical people

3. Trial or Freemium? Choose WiselyYou are creating scarcity of time, features, or scale

Know your user & buyer

Don’t try both in one product (noise)

Choose freemium if... Your product needs time for value (Evernote)

ORYour growth vector is viral (Dropbox)

ORIt’s a winner-take-all market (GitHub)

ANDYou are capitalized for it

(freemium gestation period)

Choose Free Trial ... everywhere else.

Buyers self-select (signal vs. noise)

Easier to build sales model

Generates Revenue $ooner

4. Can’t build two models at onceGolden Motion

Monkeys beat spreadsheets

Think Pyramid, not Hybrid

Hunter/Farmer model flips