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Reify
Champions & Buyers
@briandoll // @ReifyWorks
!" Selling top-down
vs. bottom-up
Land and expand
More Usage: đ â đđđ
More Users: $ â %&'()$*
More SKUs: đ â đđđđĽ
/ Persona đ° Value proposition đ Key Features đ˛ Sales Cycle đľ Average deal size đ Marketing assets
Developers as buyers
Virality is built on vanity
28040
Blog posts by the end of 2008
Blog posts by launch in April 2008
Replies should include a URL
â Write it down
Document, donât create
To developers: ⢠Best tool for the job ⢠Ease of use ⢠Workflow ⢠Features
To management: ⢠Team communication ⢠Time to market ⢠Efficiency ⢠No training required
To executives: ⢠Insourcing ⢠Innovation ⢠Industry best practice ⢠Talent development
DeveloperChampionDevelopers
as champions
EconomicBuyer
Targeting economic buyers
Reduce frictionin the sales processReduce frictionin the sales process
Hereâs a giant security checklist, can you fill it out for us? Thanks!
Weâre moving apps to the cloud but now everything feels chaotic.
This seems crazy expensive!
đ âEnterpriseâ / âPOCâ đ Corporate authentication â Service level agreements đ Custom contract : Account manager đŁ Product roadmap đ¤ Discounts đ On-prem (AWS lol)
The âClosing Big Dealsâ Starter Pack
â Update messaging for your target buyer â Create an anchor resource (Intro to SEO) â Promote the paid trial, not âsign upâ â Begin targeted sales outreach â Create case studies and write about successful SEO tests
Reify
Thanks!
@briandoll // @ReifyWorks