[ftio]

I've had this problem in literally every company I've been at. As a PM I'd be asked by my GM or CEO or Sales VP when they'll have a 'better demo environment' and I'd say, 'give me two engineers for several weeks' and they'd say 'no' and it would never happen.

This is sorely needed. Based on the problem alone, of all the companies I've seen in the W21 batch, this is where I'd place my bets.

Good luck!

[rafrank]

Randy here. Thank you for the kind words! Engineering has bugs to fix and product to build and just doesn't have the time to spend on the demo environment.

[ftio]

Absolutely.

I'm curious about your pricing. $700/month looks like the right balance between weeding out the tiny/expensive to support customers and not constraining your market too much.

How'd you land on a seat-based model? This feels to me like the kind of thing that, even in a company with a 100+ person engineering team, might be worked on by just one or two people, probably in Sales Engineering. Maybe one other person to handle the analytics side. Are you thinking that in larger companies, people from multiple product teams would do the demo for their portion of the product?

I don't have a better answer, but this is the kind of thing whose pricing should track relative to customer revenue. The more deals they close (bc of Navattic, presumably), the more you should charge.

I'm sure you've thought about this quite a bit. Interested to learn what your thinking is, if you care to share.

[nrmclean]

Yeah definitely, a conversion or revenue-based pricing model is interesting to explore. We landed on per-seat as we've noticed expansion to individual sales reps so they can share personalized demos with prospects. That said, it's still something we're working on refining.