Sales overview

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This section of the Handbook covers customers who are interested in our paid cloud or self-hosted plans. We also have detailed guidance on how to manage sales day-to-day under Sales Operations and CRM.


We currently follow a 100% inbound sales model - our approach to product-led growth means that we do not do outbound sales or cold outreach.

Our primary commercial focus is on customer success, not pushing sales through. We work with a smaller number of leads, but we know that the leads we receive are already pre-qualified and genuinely interested in potentially using PostHog.

Target customer for hands-on success

We believe that PostHog has the greatest value for the following Ideal Customer Profile (ICP):

  • Need to excel at product led growth to remain competitive
  • Have budget and savvy engineers are the decision makers
  • Have achieved product market fit
  • Have products aimed at businesses

In addition, people looking at self-hosting will:

  • Need to control their user data
  • Want Enterprise features such as SSO Integration or Project permissioning

Our values

  • No sales-y talk - we are direct, open and honest with customers. We share as much as possible publicly, rather than hiding it behind a mandatory demo call. We are honest when we don't know the answer, or if we're not sure that PostHog is the right solution for a customer.
  • Speed - we are frighteningly responsive. If a customer is in a rush, we do our best to work at their pace. We are clear about expectations, and do not promise what we cannot deliver to close a deal.
  • Engineers helping engineers - there is nothing more frustrating than talking to a salesperson who can't give you all the answers. We keep 'let me find out from the team' to an absolute minimum.


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Sales operations

Overview This page outlines how we manage customers, differentiating those who make contact via booking a meeting with us (hands-on) versus those who sign up and get going themselves (self-serve). If you are looking for guidance on how to manage customers in HubSpot specifically, visit our CRM page . Hands-on Process Customer will either: Book a demo directly on our calendar via our pricing page Fill in the contact form on the signup page, which captures which plan they are interested in as…

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