I’m seeing increasing numbers of companies who are choosing to go down the, set up a call with our agent route. My first thought was that this is annoying and must hurt sales. Having spoken to a few people who have started doing it, they have said one reason they do it is to pre-define their customers. They don’t want people with limited budget who will only cause them support issues for limited return. Their judgement was that the market they have is split between highly profitable larger enterprise types and cheapskate smaller cos. The smaller ones don’t get beyond the leave details stage.
(Obviously it makes a huge difference depending on the type of product you have). Fastspring may just be managing their pipeline.