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Hi and welcome to the A16Z podcast.

I'm Doss and in this episode, I talk Go to Market with David Ullovich and our newest

Enterprise General Partner Christina Shen.

The first half of the podcast looks at how remote work impacts the SAS go to market,

and what the smartest founders are doing

to survive the current crisis.

The second half covers pricing approaches and strategy,

including how to think about free versus paid trials

and navigating the transition to larger

accounts. But we start with why it's easier to move up market than down and the advantage

that gives a SAS startup against incumbents. If you have a cohort of customers that are paying you

$10,000 a year for your product, you're going to find a customer that self-selects and say they're willing to pay $100,000 a year.

Once you get one of those,

your organization will figure out how you sell to,

how you satisfy and support customers

at that price point in that size.

But it's really hard for a company that sells upmarket

to move down market because they've already

baked in all that sort of expensive heavy lifting sales motion and so as you go down

market with a lower price point usually you can't actually support it.

...