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Is it easier to sell $1000 a year of my SaaS product to 1000 small enterprises or to sell $100000 a year to 10 large enterprises if I am a startup?

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JASON LEMKIN

It depends on the team.

If your product and sales DNA is very enterprise, you’ll have a lot easier time convincing a handful of Fortune 500 customers to write you six figure checks to get going.

If your product and sales DNA is freemium / product-y, you need to start there.

Play to your strengths. So many things are already going against you in a startup, that you need to sell where and how you know how to sell. At least in the early and medium days.

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Published on November 19, 2017
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