May 08, 2024

la barca va e lasciala andare

by giovanni ranocchia

Software companies are strongly motivated to service as much of the market demand curve as possible, but in practice, it’s challenging to sell at volume to end-users with a product-led growth model, and at the same time sell to enterprises with an account-based sales model. While it’s common to see tiered models on SaaS pricing pages, if you look under the hood, the company’s commercial organisational design usually results in a clear revenue bias to either low-cost mass-market, or high-cost enterprise sales.