Re:Be where your business is
by lmeyerov on Wednesday January 11, 2023 @12:55AM
(#34335479)
Yep. Our biggest deals (7 figs) are remote.
I do buy into getting on a plane or having someone local. That generally speeds up and increases close rate + renewal. But if you nail distribution or PLG.. can run enterprise sales much more efficiently and without as big a hit, and reinvest that saved $ elsewhere. But that's a high bar. More reliable to take heavy VC $ and burn it on expensive field staff to paper over all the gaps and hope accounts don't churn too fast. Things change again as a market saturates, but for new categories, all this is pretty established in b2b..
I do buy into getting on a plane or having someone local. That generally speeds up and increases close rate + renewal. But if you nail distribution or PLG.. can run enterprise sales much more efficiently and without as big a hit, and reinvest that saved $ elsewhere. But that's a high bar. More reliable to take heavy VC $ and burn it on expensive field staff to paper over all the gaps and hope accounts don't churn too fast. Things change again as a market saturates, but for new categories, all this is pretty established in b2b..