Sales teams are really expensive...so put customer adoption at the front door. Remove barriers so your leads can try and buy your product faster.
Key takeaways
Here are some learnings from the conversation:
- Product-led growth puts the customer in control and lets sales teams focus on the highest value work. With limited resources and an expensive sales team, putting customer adoption at the front door allows an organization to sell customers a product that they will adopt.
- Proof of concept agreements in Ironclad Clickwrap can help legal teams keep pace with growth. For every free trial, there is a set of terms that must be sufficient, compliant, and trackable. By separating out proof of concept agreements into two-page contracts (30-, 60-, 90- days) from more lengthy enterprise service agreements (ESAs), Ironclad Clickwrap helped Rubrik manage its volume of inbound requests while reducing time-to-value for the prospective customer.
- Instead of offering a free trial, consider offering a free credit. Equinix wants a prospect to know upfront that if they use the product, they will pay for it but will have a credit to apply. To encourage adoption, they have prospective customers sign up and click through agreement processes that are extremely low friction and fair. This allows the business to protect itself and enforce a commercial agreement since it includes billing terms.
- Ironclad Clickwrap creates efficiency and automation in the sales cycle. Rubrik has up to 95% acceptance rates on trial agreements, which speeds up the sales cycle for the majority of those customers. At the same time, the business can rest assured that the sales team has billing terms in place to get paid, the engineering team won’t have to worry about its IP being stolen, and the legal team can demonstrate compliance with everything involved in the contract.
Ironclad is not a law firm, and this post does not constitute or contain legal advice. To evaluate the accuracy, sufficiency, or reliability of the ideas and guidance reflected here, or the applicability of these materials to your business, you should consult with a licensed attorney. Use of and access to any of the resources contained within Ironclad’s site do not create an attorney-client relationship between the user and Ironclad.
