Confluent's president argues that product-led and sales-led aren't either-or choices. Developers want self-discovery with minimal human contact. Economic buyers and business leaders prefer sales engagement. Match your go-to-market model to who you're selling to.
Are we product led or are we enterprise sales? And I'm a big believer that many companies, if not most offerings, can be suited to both. And the trick is to think about, okay, who are the Personas that we're serving, and might one model or the other be a better fit for that specific Persona? Again, if I think about in our world, developers are a key Persona architects as well as economic buyers who might be business leaders, business unit leaders who own different functions within a business. Well, the developers and the architects love a product led model. They prefer, certainly in initial stages, to have a great product experience that they can discover and adopt and get usage and value from on their own. In many cases, they prefer not to have to interact with humans.
