Reify
Champions & Buyers
@briandoll // @ReifyWorks
!" Selling top-down
vs. bottom-up
Land and expand
More Usage: š ā ššš
More Users: $ ā %&'()$*
More SKUs: š ā šššš„
/ Persona š° Value proposition š Key Features š² Sales Cycle šµ Average deal size š 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
ā Write it down
Document, donāt create
To developers: ā¢ Best tool for the job ā¢ Ease of use ā¢ Workflow ā¢ Features
To management: ā¢ Team communication ā¢ Time to market ā¢ Efficiency ā¢ No training required
To executives: ā¢ Insourcing ā¢ Innovation ā¢ Industry best practice ā¢ Talent development
DeveloperChampionDevelopers
as champions
EconomicBuyer
Targeting economic buyers
Reduce frictionin the sales processReduce frictionin the sales process
Hereās a giant security checklist, can you fill it out for us? Thanks!
Weāre moving apps to the cloud but now everything feels chaotic.
This seems crazy expensive!
š āEnterpriseā / āPOCā š Corporate authentication ā Service level agreements š Custom contract : Account manager š£ Product roadmap š¤ Discounts š On-prem (AWS lol)
The āClosing Big Dealsā Starter Pack
ā Update messaging for your target buyer ā Create an anchor resource (Intro to SEO) ā Promote the paid trial, not āsign upā ā Begin targeted sales outreach ā Create case studies and write about successful SEO tests
Reify
Thanks!
@briandoll // @ReifyWorks