The Salesforce formula only works when your marketplace offers a clear, unobstructed glide path. When the market dictates that you navigate around “The Big Four” — Google, Amazon, Microsoft and Apple — in a commoditized market, you must adopt a radically different approach.
This analysis can be mapped to any industry where this a dominant set of companies. As Klink expands to work with strategic partners in the PBX space, I see a similar situation in the UCaaS (unified communication as a service) space as the author does with basic cloud storage. Instead of using a strictly freemium model, Klink is focused on providing clear, demonstrable value over a set of workflows that will make us both valuable to individual users and incredibly sticky within an organization.