Comment by tw04
1 day ago
This whole thing works when you’re small, right up until it doesn’t. If you never have a call with a customer you never have a relationship. If you never have a relationship you have no idea what’s important to them, if there’s risk of churn, or if there’s a competitor sniffing at your door.
I doubt the random engineer you emailed with is going to send you an email letting you know their CTO had dinner with a competitor who is offering to undercut you by 10%.
I mean I think the OP is referring to sales call for differential pricing. Any mature product would have product team looking at active accounts (even if enterprise sign up was self-service) and scheduling calls to understand needs and drive product improvements. There's never a substitute for that for the reasons you said.