[inthewoods]

Personally, I giggle when anyone says that SaaS has changed the way enterprise or b2b software is sold (as opposed to delivered where it has made big changes) - I've been in the business for a while and most deals still require sales people and cocktail hours. This is especially true as the price tag goes up - when you're selling $1m deals, it is just about always done on personal selling basis.

With the exception of Atlassian, most of the low/no-touch companies I've seen are pretty limited in scalability - I don't know many that have reached a $100m in sales without having a traditional sales team. As another example, Mixpanel, which would seem to have a low-touch approach, is building a huge sales team. Zendesk is interesting - but I know they've got salespeople because we just negotiated with them.

I should also differentiate between those that show prices on their website or not - many show pricing - although it is often generalized. Many show pricing up to a certain level and then you have to talk to a rep - Mixpanel goes up to $24k a year and then you have to talk to a rep.

Would love to see more examples other than Atlassian if anyone has them.