Have Enterprise Buyers Finally Soured On 'Bottoms-Up' Tech Sales?
TechCrunch, Tuesday, May 30,2023
The last decade saw many tech companies embracing product-led growth (PLG) and bottoms-up sales strategies, as opposed to traditional enterprise sales, to drive their go-to-market strategies and overall growth.
Many software startups loved (and still love!) the bottoms-up approach. What's not to like about designing a software product to 'sell itself' through viral adoption and word-of-mouth marketing? Bottoms-up and PLG both promise a faster sales cycle at a much lower cost - no more golf and pricey steak dinners on the expense account.