Growing Sales Without a Sales Team: The Power of Distribution

Early on, we made the decision not to grow a sales team at Moz. We re not anti-sales, per se, it s just that it does t fit our culture. We believe in practicing what we preach—inbound marketing—not interruption selling. Consequently, that provides a bit of a problem for a B2B SaaS business like Moz. Growing through traditional inbound channels is immensely powerful, but at a certain scale, maintaining linearity in growth through content, social media, and search becomes difficult. Working with the role of Business Development at Moz, it s my job to find those channels that will introduce growth at scale in a predictive way. Which brings me to distribution. Just over two years ago when I started at Moz, we began to ponder a simple question: If we offered an extended free trial on Moz (45, 60, 90, or 120 days) to select partners, could it move the needle on growth? Before we d be able to answer that question, however, we needed a few assets. The first was what we call a partner page

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