Does Jason Lemkin think field reps will be less needed in the future of SaaS sales?
No.
But, the time when you engage them has been deferred.
For most founders, true field reps often aren’t hired until you have many millions in ARR. Once you’ve figured out how to close six figure customers from “home”, from the mother ship. Then you add field sales.
Sometimes, CEOs that have done it before, are very enterprise, and well funded, do more field sales earlier.
But mostly I’d say you need field sales just as much as ever. Just — later.
