”In traditional businesses, the enterprise team hunts. They acquire leads, cold call, and try to push the customers to close. Their counterparts, the inside sales team, nurture and cultivate these relationships to prevent churn and grow revenue through up-sell and by growing with their customers.
Freemium businesses reverse the roles. The inside sales team fields the freemium leads, make the cold calls and push the customers to close. The enterprise sales team looks for multiple teams paying separately within one customer, build a relationship, and grow revenue through up-sell, helping their customers grow.”