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Unlocking a B2B Sales Strategy

Christine Yen, Honeycomb.io
With Toby Corey, Stanford University

Honeycomb co-founder and CEO Christine Yen explains that, while her product found immediate traction with practicing software engineers, it was harder to make inroads with the buyers in the organizations they were targeting. She describes solving this problem with a two-tier sales system: an inexpensive self-service tool for enthusiastic early adopters, and a more robust product that a professional sales team could bring to bigger organizations.