SaaStr

DECEMBER 5, 2023

Going upmarket drives category leadership because you establish yourself as the company that the Fortune 500 logos use. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise. Let’s look at the why, the when, and a warning.

Scale 192

Scale Enterprise readiness compliance Enterprise 192

Intercom, Inc.

MAY 13, 2021

These evolving demands from enterprise customers bring with them different skillsets customer success managers need to hone. So how do you create a strong, enterprise-ready team? Of course, we always excelled in SMB at Slack as well. Since then, you’ve spent over 12 years in post-sales leadership.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Andreessen Horowitz

NOVEMBER 17, 2023

I think the annual planning process that we actually ended up running was pretty similar to every other one we had run, but it was a couple months after we had just really deeply understood what it was people were using Segment for today and what they wanted to be able to rely on it for at a bigger, more enterprise-ready scale.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96

Point Nine Land

APRIL 21, 2021

This is an exercise that should be done with input/feedback of the leadership team. Start by figuring out the strategies that will bring you effective, efficient and long term growth.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52