compliance Direct Sales Team Scaling 
Tom Tunguz
JUNE 19, 2016
As startups scale and address incremental customer segments, the marketing mix becomes more complex. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. Customers will be confused.
OPEXEngine
FEBRUARY 22, 2022
This reality influences their go-to-market (GTM) strategy, which relies on a lower overall sales and marketing budget and a higher mix of marketing to sales spending. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.
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