Freemium
Do’s and Don’ts
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