Our Sales Process at Lob (lob.com)

Working in a SaaS company moving to a more API strategy, this is something that's not discussed enough.

The sales process is VERY different in an API based model than it is in a "here is a box" model.

Interesting to see the perspective, thanks for sharing.

This seems pretty obvious. Is there some reason I'm missing why it's on the front page?

I am stalking Lob :) I respect what those folks are doing and may be a client/reseller soon. IMO the pricing now reflects what the end user is willing to pay but when it gets lower it will allow my company to integrate their services and resell them for a small profit (to fund the work). I'm looking for signs from Lob that they are going to be like Twilio, fanatically supporting users... constantly lowering the price and being dead simple/easy to use. They seem on the right track but trust is the most important part of API sales, again IMO.

Perhaps allow a potential customer to print a single document and have it sent to their own / business address? Something that takes no more than 2 minutes of the customer's time. I think that would be very appealing to people who'd use a service like this but are skeptical.