I didn't find the time to write an introductory text for this content yet, sorry about that!
The lure of freemium (like The Force) is strong.
Customers try and buy all on their own.
And. No salespeople. Well, that can work.
For a while.
Maybe even forever, if you don’t want to build something really big.
But to Go Big, almost everyone in SaaS at least eventually adds a sales team.