The Beauty of Bottoms Up SaaS Businesses
As the number of total potential buyers expands, so does the universe of sales processes. And because each sales process is targeted to an individual, the sales cycles are much shorter. Combined, these two attributes of bottoms-up sales models permit startups to AB test and iterate their marketing and sales tactics much more quickly. Each experiment in marketing collateral or sales pitch reaches statistical significance in weeks, not months or years.
Bottoms up businesses also have another beautiful trait – they lead with their product. After marketing educates and interests potential users, the product and engineering team’s effort must shine during trial to entice a user to convert to paid. A startup can measure their effectiveness through the signup to paid flow, and again experiment their way to success.
Great post on why you should build your SaaS-business so that it can sell bottoms-up. Completely resonates with me.