It is essentially Software-as-a-Service(SaaS) where business users or the employees of a company discover the product on their own and start to pull the software into the company, pretty much like a consumer would.

It comes in two common flavours :-

  1. Bottoms Up + Self-Service
  2. Bottoms Up + Inside - Sales

Bottoms Up + Self-Service

Here the business users or the employees of a company can discover the product on their own, they can sign up(usually via a free trial or a premium offering), get value out of it and eventually upgrade by themselves in order to get more functionality out of the product.

Bottoms Up + Inside - Sales

Here the business users or the employees of a company can discover the product on their own, they can sign up(usually via a free trial or a premium offering), get value out of it and and then are either encouraged by a sales rep (or pro-actively reached out) to upgrade for more value from the product.


The Main Advantage

The main advantage of "Bottoms Up - (SaaS)" is essentially that it Greases the wheals on distribution of the product and makes the acquiring the users a lot easier.


What is an example of companies that have been successful using this strategy ?

Well, the list here is long and growing, but below are some of the big names that come to mind.