Sales

Our company strategy is for our product to sell itself.

Many of our customers can just come in and buy without speaking to us. For other customers, it is, however, imperative to have a counterpart in our sales-team to adopt Langfuse successfully.

We like to think that the decision of both user groups is primarily based on how we build & market our product and that sales removes friction for any organisation to onboard to Langfuse.

Sales at Langfuse is one team with ProductEng and Customer Success. Sales owns the decision to onboard; CS owns long-term value; Product/Eng owns roadmap. Everyone shares the customer outcome.

Principles

• Sales helps customers adopt Langfuse and navigate friction.
• We build processes to navigate common corporate challenges in learning about, procuring and onboarding to Langfuse
• We default to inbound, product‑led and sales-assisted motions
• We don’t force calls; We are lightning‑fast and technically credible when users want help
• We experiment with outbound to product‑qualified leads (PQLs), but we avoid broad cold outbound.
• We don’t contract deliverables for individual customers. We are a small and fast-moving team. This only works if we work 1:n as much as possible.
• We walk away from deals that will add distraction to our organization.

Processes

Who do we work with & what do we sell?

Segments

• Self Serve / No Touch: 0-10k ACV: support only, no sales-involvement, no custom legal effort
  • Public Pricing → langfuse.com/pricing, month-to-month
  • Entirely self-serve – terms, dpa, security center, reports etc.
  • Plans: Langfuse Hobby, Core, Pro
• Sales-Assisted / Low-Touch: 10-50k ACV: sales owns relationship pre/post-signing, we can help based on established processes (e.g. minor edits to terms, DPA, pre-approved discount schedules, workshops, priority support through flags etc.)
  • Suss out details (e.g. two accounts, one in each data region, sign additional NDA, answer questions about security)
  • Get on a call with prospect
  • Plans: Langfuse Teams (USD 500/month base fee + usage) & Enterprise: starting at ~3k/month spend commit, 12 months commit
• Sales-Led / High-Touch: 50k+ ACV: Enterprise - Custom (e.g. custom legal terms, custom pricing, SLAs, we can do custom legal contracts
  • Security Questionnaires (we commit to publishing reasonable items on our security center to be used in pro/teams) but excels etc. only on enterprise.
  • Edits to Langfuse Terms, DPA, BAA
  • Procurement tools (Coupa, Ariba etc.)
  • Plans: Enterprise (50k+)

What do we sell

• Our product & our public roadmap
• See “How do we make money” chapter of the handbook

What don’t we sell?

• Self Hosting
  • Licenses
  • Product Support
  • Deployment Support
• Consulting
• Solutions Engineering
• One-off product deliverables
• We don’t participate in RFPs

Excourse on self-hosting

• We don’t have a self-hosted commercial offering
• We would love for companies to use Langfuse. We want to build community & a funnel for Cloud Leads down the road. For this we commit to:
  • Make EE version available for them through a simple process
  • Make self-hosting Langfuse possible & as easy as possible
  • Provide support through public forums

How do we work with Customers?

We prioritize inbound

• “Hand Raiser” (PQLs), “Talk to Us”, Enterprise Inbound, Community/Socials
• Qualification
  • Leads qualified in Hubspot
  • Two weekly reviews (focus on active deals & focus on stale deals)

Security & Legal

• Make Security Reviews as self-servable as possible
• Publicly available Security Center (langfuse.com/security): SOC2, ISO27001, PenTest, DPA, Terms

Handover to CS & Billing

• Within 24h of Close/Upgrade
• Intro: 3-way email + Slack, schedule kickoff, transfer open actions
• Billing Handover to Felix after contract closed/signed via #billing-invoicing Slack channel

Other Processes

Discounting

• For now, stay close to the spirit of: https://posthog.com/handbook/growth/sales/contract-rules
• We operate a startup & research program: langfuse.com/startups + langfuse.com/research
• Additionally we operate a deal for YC companies (10k Langfuse credits for the first year towards any plan - both current batch & alumni)

Sales Team – Committed Changes Q3

• Rework DPA, Terms, BAA
  • Make it completely self serve and fairer for customers
  • Open up ongoing feedback process for legal docs feedback (e.g. GH discussion and/or 1;1 feedback)
• NDA process
  • Fair, standard NDA that can be reviewed & signed on our website.
• Qualification
  • Rules for qualifying our ICP
• Unify customer view: Metabase, CRM, Circleback, calendar, emails