There's a reason why two products that bring roughly the same value are often
priced very differently.

Chosen Go-To-Market models drastically impact your Customer Acquisition Costs.

If you have a highly expensive, enterprise sales team, you inevitably have to
charge more for your product to keep your CAC in check.

Conversely, if you can go-to-market with a low-touch (or even no touch) model,
you bring those acquisition costs down significantly and can pass along the
savings to your customers in the form of a lower price.

That's the key: customers win when you have a more efficient Go-To-Market.

Better marketing -> Better unit economics -> Lower price -> Customers win ->
Higher satisfaction -> Larger market to capture.


Originally posted by Shiv Narayanan on LinkedIn