Sometime late in the last decade, there was a subtle but important change in the way companies began to adopt enterprise software. Instead of new technology coming in by way of the CIO or IT department, employees began driving the adoption of new tools. I am referring to tools like Salesforce, Netsuite, and, of course, Slack.
Recently I’ve had the opportunity to mentor a fast-growing SaaS business that is using this bottom-up model. For a guy whose experience has been almost exclusively with the top-down approach that requires selling to VPs and C-level executives, this has been a great learning opportunity.
While I can’t say which has proven to be empirically better, I can say that I find a lot to admire in the bottom-up model.