SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Want to see more content like this?

Enterprise 161

Enterprise Scale Sales Hiring SMB 161

SaaStr

JULY 12, 2024

Grafana Labs still has features and capabilities they hold back that appeal to large enterprises, such as things around security and compliance. The first move towards monetization was making an Enterprise version of Grafana. Your influence becomes less on the entire team and more around the senior leadership team.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

JUNE 15, 2021

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. I founded two companies, selling to the enterprise. You’d have an enterprise sales force, a song and dance and maybe some steak. I’m a founder.

Scale 301

Scale Underperforming Technical Team Engineering Wireless 301

SaaStr

JULY 1, 2024

Finally, compliance is going to be critical. Don’t let compliance stall deals. #4: The partner serving SMB customers differs from someone serving Mid-Market and Enterprise. Evolve it and test it again. Listen to those Gongs, get customer feedback, and evolve from there. Let me see that report.”

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Scale 106

Scale Enterprise Marketing Sales 106

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. With a trillion in payment volume coming through BILL in the last five years, managing the payment and compliance engine has required an ongoing effort of a sizable team. This is true for BILL.

SMB 307

SMB Payment Services Payments Payment Methods 307

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Want to see more content like this?

Enterprise 146

Enterprise Underperforming Technical Team Scale B2B 146

SaaStr

FEBRUARY 21, 2024

So, if a sales rep is in a sticky situation, they can pull in a compliance expert from the team, and that team is accessible to customers in live chat. Drata also has a dedicated product marketer to help sales, and they have one for each major segment: Enterprise sellers, the startup team, and the CS team. So, what about training?

AWS 279

AWS Scale Sales Hiring Marketing 279

SaaStr

NOVEMBER 28, 2022

This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Governance and compliance are core to alignment. Look at the four common strategies to explore for your SaaS business: Expanding to new markets. New service offerings. Governance is a critical component of how you grow and scale.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. Yesterday in here, the CMO of New Relic was talking about how they moved to enterprise. Let’s cover the agenda. Thanks Allie.

Underperforming Technical Team 211

Underperforming Technical Team Sales Hiring SMB compliance 211

SaaStr

JANUARY 5, 2023

Founded in 2019, Laika (an enterprise-ready compliance platform) closed a $50MM Series C by the summer of 2022. Looking back on its explosive growth, however, the company realized just how badly it needed the valuable services of a Chief Financial Officer (CFO).

Sales Hiring 49

Sales Hiring Acquisition Forecasting Outsourced Development 49

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. In the SMB, two-thirds use month-to-month, and in the enterprise, you’ve got two-thirds using multi-year. What we notice is that in the enterprise, it’s much more common to retain 90-100%.

Scale 252

Scale SMB Sales Hiring Payment Services 252

Tom Tunguz

JULY 14, 2013

With more than 80% of venture capital investments occurring in enterprise and with the public markets disproportionately rewarding SaaS companies with huge enterprise value-to-revenue multiples ( median is 7.6 ), it’s no surprise that interest Software-as-a-Service is booming. Characteristic 5: Market Leadership.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Artificial Intelligence 100

SaaStr

JULY 11, 2019

But in the enterprise, it’s really hard, right? You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. However, doing a product to the enterprise, that was something that we were not expecting how difficult it was going to be. I don’t know how much was in the bank.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

Sage Intacct

JANUARY 13, 2023

For even the most thorough of SaaS CFOs, there's a nagging question that's always risky to ignore: "How are we doing on our accounting compliance?" Compliance with government accounting standards can have consequences that ripple through all levels of your enterprise.

compliance 59

compliance SaaS Government Finance 59

SaaStr

NOVEMBER 28, 2019

I remember talking to Belgium investors at the time and everybody said, look, enterprise software is dead, there’s no opportunity through investment. Felix : There’s no way to be successful with enterprise software. It was initially compliance focus. And again, we had to prove that with the data.

Sales Hiring 190

Sales Hiring Scale Sales Recruiting Government 190

SaaStr

NOVEMBER 19, 2019

It had all been enterprise software, no SaaS. In enterprise software, it’s all about contracts, long term contracts. Medium size and then you had enterprise, which is really where all of the competitors had really looked to as going to the enterprise space. I said, I got this. How hard can it be? I’m like, oh.

Scale 179

Scale SMB VP of Engineering Leadership 179

Intercom, Inc.

MARCH 8, 2018

Dan: I’ve been in enterprise sales now for 18 years. The last 12 of those have been in leadership positions. My first real job was at GE Capital in Australia, and then I moved back to London and joined a company called Complinet, which was a back office compliance software company. You need a little bit of both.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

Sales Hacker

JUNE 30, 2022

What’s more, the average number of people on an enterprise buying team is now 11 , and the average number of digital interactions during the buying process is 27 (up from 17 just two years ago). There might appear to be compliance at first, but it’s short-lived and surface-level. B2B buying has changed.

Management 115

Management Marketing Sales Leadership 115

ChurnZero

JANUARY 13, 2022

Our recent Customer Success Leadership Study showed that 61% of respondents reported a Vice President and above as being the highest leader in their Customer Success organization in 2021 – an increase of 7% from the previous year. I am pleased to see her take on an expanded leadership position of Chief Customer Officer.

VP of Engineering 98

VP of Engineering Customer Success Outsourcing Services Technical Review 98

SaaStr

AUGUST 15, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. 363: Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise.

Payment Methods 268

Payment Methods Merchant Services Scale Payments 268

SaaStr

JANUARY 21, 2021

Although we have customers of all sizes today, including many enterprise businesses, that wasn’t always the case. When we launched TaxJar, we did it with the goal of helping small e-commerce businesses solve their sales tax compliance. Even when it hurts in the short term. We served that market well, and we grew like crazy.

Scale 181

Scale Sales Hiring SaaS compliance 181

SaaStr

AUGUST 6, 2019

Most of you who ever have done enterprise sales, you know enterprise sales are spreadsheet-driven. ” Around 60% of enterprise software features are never used, so as a customer, you just pay for maintaining them. I think most markets, especially in enterprise space, they tend to fragment over time.

Payment Solutions 167

Payment Solutions Payments Outsourcing Services SaaS Payments 167

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. Know Your Customer's Pain Points There are lots of challenges on the journey to closing an enterprise deal. This could include security software, training, compliance, etc.

Sales Recruiting 52

Sales Recruiting Enterprise Technical Review Cybersecurity 52

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. Know Your Customer's Pain Points There are lots of challenges on the journey to closing an enterprise deal. This could include security software, training, compliance, etc.

Sales Recruiting 52

Sales Recruiting Enterprise Technical Review Cybersecurity 52

SaaStr

AUGUST 7, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. This episode is an excerpt from Jason and Rob’s session at SaaStr Summit: Enterprise. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This episode is sponsored by Guideline. David Schmaier: .

Payment Solutions 195

Payment Solutions Pricing Payments Payment Services 195

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. An Explainer on Enterprise Sales. We started to close some serious enterprise deals with the major players in the technology industry including Slack, Pinterest, Flexport and more. How to attract enterprise buyers.

Sales Hiring 94

Sales Hiring Marketing SaaS SMB 94

Intercom, Inc.

SEPTEMBER 26, 2019

. “Over time companies that want to dominate certain categories will need to think about building a platform” Over time a lot of companies that want to dominate certain categories or have a category leadership position will need to think about building a platform. For us, we’re very mid-market and enterprise.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

ChurnZero

JANUARY 26, 2021

He’s used the concept successfully at SAP , an enterprise ERP software company with 95,000 employees. Next are the day-to-day leadership contacts. Enable field managers to control hiring processes while maintaining compliance. Deprioritization of rollout in eastern region due to leadership changes.

Customer Success 98

Customer Success Sales Recruiting Sales Hiring Management 98

Scytale

DECEMBER 13, 2023

CISOs face a challenging landscape with emerging technologies, security and privacy compliance, and an increasing number of cyberattacks targeting businesses. This includes compliance with regulations like the GDPR. Key skills: ISMS, Business Process alignment, Enterprise Risk Management, Internal Audit and ISO 27001 certification.

Technical Review 52

Technical Review Underperforming Technical Team compliance Automotive 52

Scytale

DECEMBER 13, 2023

CISOs face a challenging landscape with emerging technologies, security and privacy compliance, and an increasing number of cyberattacks targeting businesses. This includes compliance with regulations like the GDPR. Key skills: ISMS, Business Process alignment, Enterprise Risk Management, Internal Audit and ISO 27001 certification.

Technical Review 52

Technical Review Underperforming Technical Team compliance Automotive 52

Kellblog

JANUARY 30, 2021

While data scientists may want an AI/ML workbench, there is no one enterprise AI/ML application – more a series of applications focused on specific problems, whether that be C3.AI Leadership matters. Rebirth of Planning and Enterprise Performance Management (EPM). AI in a public market context or Symphony.AI What’s data ops?

Technical Review 144

Technical Review Payment Services Payments AI Search 144

Scytale

DECEMBER 12, 2023

Security Compliance for CISOs SOC 2 and ISO 27001 Deep Dive DOWNLOAD THE EBOOK Here are the Top CISOs in the USA to Follow in 2024 Ricardo Lafosse : Ricardo’s career has encompassed over 16 years of senior level technical, management and consultative positions in government, health care, educational, financial services and legal services.

VP of Engineering 52

VP of Engineering Technical Review Cybersecurity Development Team Review 52

Sales Hacker

FEBRUARY 16, 2021

She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

Sales 117

Sales Underperforming Technical Team Travel Development 117

Scytale

JANUARY 2, 2024

So, how can CISOs and senior security leadership present the case to include one of the most critical components of a comprehensive risk management and compliance strategy for business? This helps improve how enterprise compliance, control, and risk management systems are performing. Here’s what you need to know.

compliance 52

compliance Scale Government Cloud 52

Andreessen Horowitz

NOVEMBER 17, 2023

And as I looked through the list of things like HIPAA compliance and cloud prem solutions that our customers were really, really clamoring for, I thought, “there’s no way we will build any of this,” right? And I think we landed a bunch of enterprise deals really early on that were very big.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Valuize Consulting

DECEMBER 17, 2024

Here is an example: Account Profile 1: Early Adoption Industry Vertical : Financial Services, requiring stringent compliance with their data and security policies. Create a Feedback Loop : Establish a continuous feedback loop involving customer insights, CSM feedback, and leadership review.

Technical Review 52

Technical Review Systems Review Headcount Scale 52