Thoughts on reaching out to individual contributors? My employer sells enterprise software that's also open source. there's a certain expectation for us (SDRs) to engage individual contributors to at least learn more to help inform strategy with higher-level prospects. Curious how common this is at other organizations? Feels like it would be a total waste of time in most GTM strategies for enterprise software.
Some companies double down on this motion from a PLG perspective. Get the groundswell going, do some further discovery, and then use that as leverage in conversations to budget holders and decision makers. I’m surprised you’re being asked to engage those ICs rather than engagement via marketing or website. But overall it can help to develop champions and have a story to tell rather than prospecting into a company completely cold.
Would probably work best if tehre's some free component to what you're offering where the IC can try it out and see the benefits. If it's helpful, then they're your champion when your org goes to pitch it to decision makers. 🤷♂️