What creates Sales Complexity • High Price point • Complicated to evaluate? • Integration needed with other systems? • Multiple people involved in purchase decision? • Risk to business of a bad buying decision? • E.g. loss of data, business unable to operate if system is down, etc. • Requires purchase of other products / services to complete the solution? Freemium No Touch Light Touch High Touch Field Sales Viral Self- Inside Inside Field Sales with SE’s Service Sales Sales