Yes, Freemium Businesses Need Salespeople

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Sep 04, 2019

Companies such as Dropbox, Zoom Video Communications, LinkedIn and Slack Technologies use a "freemium" business model. They offer a free basic version of their product and count on customers to pay for upgrades to premium versions. Freemium business models have grown rapidly in popularity with tech companies. But do such freemium companies need salespeople?


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What Subscription Business Models Mean for Sales Team Structure

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Jun 27, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software-as-a-service) subscriptions. The company’s salespeople were used to seeking out new customers, closing big deals, and then moving on to the next prospect. Now, they also had to cultivate ongoing customer relationships to ensure contracts got renewed, in addition to seeking out opportunities to expand business. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down, and the company’s revenue growth began slowing, too.


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