I'd add something along the lines of 'demonstration of value' to the list of categories. With a bottom-up strategy a product can gather a passionate base of customers who are getting value from it and use that base to sell up through their organizations. When the time comes for the corporate sale, the burden of proving that this product will in-fact provide value to the buyer is much reduced.

Also, establishing a barrier to entry for competitors, weather they are pursuing top-down or bottom up strategies, is a crucial difference between the two. With a bottom-up strategy, one can grab a lot of mind share relatively quickly to beat out current and future competition. Top-down strategies are stuck behind long sales cycles before they can show any traction and do much to establish their brand. The 6 months or 1 year spent on selling a few customers is enough time for a competitor to reach critical mass and sweep the market out from under a top-down strategy.

I'd add something along the lines of 'demonstration of value' to the list of categories. With a bottom-up strategy a product can gather a passionate base of customers who are getting value from it and use that base to sell up through their organizations. When the time comes for the corporate sale, the burden of proving that this product will in-fact provide value to the buyer is much reduced.

Also, establishing a barrier to entry for competitors, weather they are pursuing top-down or bottom up strategies, is a crucial difference between the two. With a bottom-up strategy, one can grab a lot of mind share relatively quickly to beat out current and future competition. Top-down strategies are stuck behind long sales cycles before they can show any traction and do much to establish their brand. The 6 months or 1 year spent on selling a few customers is enough time for a competitor to reach critical mass and sweep the market out from under a top-down strategy.