I think the local first ideology can enable an alternative way to sell B2B, from the bottom up.
Sell to the users directly, at a cheap price and prevent the issues that stems from enterprise sales. This usually only works for small to medium sized businesses, and very rarely large businesses. However, due to the cheap price, the budget for this software that runs locally could be kept on the discretionary account of even large-ish businesses.
Then, if the quality and value of the software is demonstrated, it should grow organically as users recommend it to other people around them.
Over time, the need for enterprise features would arise - such as Single Sign On, and directory integration, sharing of data, etc. Up the charge for these to make up for the loss of revenue early on from early cheap sales.
This isn't a particularly new idea - and it does work! Github, Basecamp, Slack, Qualtrics, Notion, Monday, JIRA, and others all followed this approach. Local-first might reduce the startup costs somewhat, though.
I think the local first ideology can enable an alternative way to sell B2B, from the bottom up.
Sell to the users directly, at a cheap price and prevent the issues that stems from enterprise sales. This usually only works for small to medium sized businesses, and very rarely large businesses. However, due to the cheap price, the budget for this software that runs locally could be kept on the discretionary account of even large-ish businesses.
Then, if the quality and value of the software is demonstrated, it should grow organically as users recommend it to other people around them.
Over time, the need for enterprise features would arise - such as Single Sign On, and directory integration, sharing of data, etc. Up the charge for these to make up for the loss of revenue early on from early cheap sales.