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With the advent of product-led growth – where people can experience a SaaS product with a free self-service account or want hands-on support over several months – evaluations can take different forms, have varying costs to the seller, and require different levels of commitment from buyers and sellers. Sales Profile: SMB to Commercial.
Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technicalsales, services scoping, POC/pilot expectations are massively different at that deal size. Needs more pre salessupport. The sales motions are different.
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