InsightaaS: In this post from the excellent Enterprise Irregulars blog site, Bob Warfield adds another chapter to the "Jason (Lemkin) and Bob show", contrasting Lemkin's position from the post "Inbound or Outbound Sales? The Answer is Yes" - in which Lemkin argues that while "Inside sales is terrific," "warm leads are great," and "Live trials of easy-to-use-and-deploy web services really have changed the game...The reality is, by revenue, this isn’t the way the majority of the world buys" - with his own, which holds that firms with an ASP (average selling price) of less than $100,000 - which describes all SaaS startups - have difficulty integrating a sales force into their business processes. Warfield argues that a wide range of companies - Apple, Walmart, Google, and Facebook, to name four - succeed without direct sales. In fact, Warfield sees starting "something that works and doesn't require Outside Sales" as "the real opportunity" for disruption.
It’s time for another installment of what some of the Enterprise Irregulars have called the Jason and Bob show. Jason and I have disagreed on a fair number of issues over time, though we have also agreed on a lot. Jason’s had a great run and is now in the rarefied atmosphere of VC’s. All of his material is thought provoking and well worth a read.
Today, we’re going to talk about Outside Sales or indeed the question of whether SaaS companies must have a sales force at all, inside, outside, or otherwise.
Jason’s post today is "Inbound or Outbound Sales? The Answer is Yes." In it, he argues that "There’s a meme, a CommonThink, among certain segments that Outbound Sales is Bad, or at least, a Little Unseemly. And maybe a lot bit Old School:...