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Secrets of self serve go-to-market part 2: What self serve products and companies look like | by Blake Thorne | Medium

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This is the 2nd in a series on self serve go-to-market models. Part 1 covers what self serve is and why it’s so compelling. “In short, we acquire developers like consumers and enable them to spend like enterprises.” — Twilio S-1 So who’s doing self serve well? In B2B software, three public companies seem get mentioned the most: Atlassian, Dropbox, and Twilio. A good measure for self serve is a company’s go-to-market efficiency. Median SaaS companies typically spend 50%-100% of revenue on sales and marketing (source). Here is that percentage for those three companies the year they went public: Go to market efficiency is not an afterthought at these companies. For example, here are some notable excerpts from each of their S-1 filings: Atlassian, 2015: To reach this expansive market, we distribute and sell our products online without traditional sales infrastructure where users can get started in minutes without the need for assistance. We focus on enabling a self-service, low-friction mo

Startup Marketing Business Secrets of self serve go-to-market part 2: What self serve products and companies look like Blake Thorne 6 min read · Aug 3, 2019 -- Listen Share This is the 2nd in a series on self serve go-to-market models. Part 1 covers what self serve is and why it’s so compelling. “In short, we acquire developers like consumers and enable them to spend like enterprises.” — Twilio S-1 So who’s doing self serve well? In B2B software, three public companies seem get mentioned the most: Atlassian, Dropbox, and Twilio. A good measure for self serve is a company’s go-to-market efficie

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