Our company is shifting towards a product led growth model (PLG). Companies like Zoom, Slack, Atlassian have seen a lot of success pushing prospects into the product and driving self service before engaging with sales or potentially taking another path to close (i.e., buy 1 seat and expand organically). As a result, we are removing the BDR team and rebranding to product specialists who will be educating most of the prospects before passing anyone to us AE's.
From what I understand, we'll no longer be running as many full cycle deals. Instead, we'll be dealing with more prospects who need help building budget or reaching the final stages, or just want to see the product to address specific questions.
Has anyone else dealt with changes like these? Any stories of AE's being dissolved entirely? Seems like a great model for everyone else, haha!