Freemium

Do’s and Don’ts

About MeKristen Habacht

VP Sales

Twitter: @kristenhaba

Email: kristen@trello.com

About Trello• 17+ Million Users

• 130,000 new users every week

• Pixar, The Verge, PayPal, National Geographic

• 100 Employees

• $10 Million 2014

• $425M Acquisition from Atlassian

In The Beginning…

Early Success

Then…

It’s So Easy

Generalist

Except, It’s Not

No• No Ideal Client Profile

• No One Decision Maker

• No Budget

• No Project

• No Regulation

• No Competitor

Yes

Specialist• Pre sales and post sales

• BDR

• SMB/Enterprise

• TAM

• Solution Engineer

It can be fast

Or So Slow

So We Needed

How did we know

The Most Successful

So Now I’m an Expert

Now…

DO

Specialize

Audition

Experiment

Fail

Communicate

Don’t

Isolate

Settle

Be Conventional

Play it Safe

Pit against

3 Things to Implement Tomorrow

• Start saying ‘No’

• Do a health monitor

• Run an experiment

Our Next 10 Sales

• Get them faster

• Standardize

• Automate

• Collaboration not Competition