Revenue Architecture and Sales Integration Assessment
Module 7 • 10 Questions
Question 1 of 10
0 of 10 answered
A bootstrapped B2B SaaS founder with little cash but high research patience wants to win enterprise accounts, while a well-funded rival is chasing high-velocity SMB volume. Based on the PLG versus SLG and GTM channel matching in the notes, which strategy pairing is correct?
A
The bootstrapped founder should run outbound ABM (highly personalized direct outreach, now accelerated by LLMs that cut account research time to one-tenth of traditional list building), because enterprise sales involve long cycles and multiple decision-makers; the funded rival should use paid inbound performance marketing, which fits high-velocity SMB scaling.
B
The bootstrapped founder should use paid performance marketing for enterprise, because form fills from a single stakeholder reliably close multi-decision-maker deals.
C
Both should rely on freemium virality alone, since PLG self-serve motions close enterprise contracts without sales involvement.
D
The funded rival should use ABM for SMB, since account-based research is fastest on high-volume transactional segments.