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The Internet Compass

Go-to-market

Bottom-Up Sales

Bottom-up sales is a motion where adoption begins with individual users or small teams paying with a credit card, and enterprise contracts follow once usage has spread inside the organisation.

The model reduces acquisition cost dramatically but requires a product simple enough to adopt without training and valuable enough to spread without incentives.

Its weakness is procurement: bottom-up products often hit security, compliance and billing consolidation barriers exactly when accounts become valuable.