The Innovator's Dilemma for SaaS Startups
Tom Tunguz
APRIL 8, 2015
This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. Let’s contrast an inbound sales team at an SMB company and with an outbound sales team at an enterprise company where both companies spend the same per year in sales, about $0.75M.
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