When Kelly Goetsch first joined commercetools, the company was heavily focused on selling bottoms up to developers. Why did it pivot towards a more Enterprise go-to-market motion?
Their self-serve engine was going too slowly.
Although developers were the users, they weren't the best buyers for a commerce platform. Often it was the Sales or Revenue executives who championed the purchase.
So how did commercetools layer on a successful top-down engine onto a #productledgrowth business?
What they did obviously worked, as they are a $1.9b business today. This episode covers:
Connect with Kelly on Linkedin.