There is one question I’ve always had about Zscaler’s business model. When they sign up a Global 2000 customer, sure, it’s a huge win. They only need so many of those to keep growing massively. But how do they get more money out of current customers each year?
It’s easy to see how AYX or TWLO does this. AYX sells more seats, TWLO code can get used by customers in more and more places, and then when it’s there, they get paid each time Twilio’s customers’ customers use that functionality.
But Zscaler…when it is purchased, isn’t it purchased for the whole organization? (Hence the longer sales cycles and huge contracts) If so, how do they upsell current customers?
Bear