Selling hacks in the US

If you sell 'hacks' to American enterprises, you’ll want to reconsider your strategy.

I spoke with someone working in a mid-market company in the US.

I suddenly realized the striking difference between the Israeli hacking culture and the American corporate approach.

Corporate America doesn’t take shortcuts.

There’s a reason all SaaS products have an Enterprise tier: Enterprise companies immediately identify with that tier and buy it.

As Israelis, we’re used to ‘hacking’ our way.

We ‘hack together’ several APIs to create a solution.

We use the one seat we buy for our help desk for multiple people.

We invite team members to Monday.com as free guests instead of buying extra users.

And we always, always, always ask a vendor for a special, out-of-the-line discount, even when it’s not appropriate.

So when I spoke with him about using No-code for a project they didn’t have a developer for, he seemed a bit naughty. As if he’s crossing a line.

There’s a reason Zapier hasn’t yet captured a market share in the Enterprise market.

It just ‘doesn’t feel right’ to those companies.

So what can you do instead?

1/ Don’t sell the APIs. Sell the outcome. Speak about the results instead of the hacks.

2/ Create an Enterprise tier. Have your privacy policy and terms of use in place.

This is how you show up to a buyer interaction, like the sleek salesperson with the Rolex watch.

Even though you are building your product in a hoodie from your bedroom.