Sales Hacker

FEBRUARY 27, 2019

Join us for a webinar to learn which two crucial skills every rep should have and how to develop those skills: selling solutions to problems and project managing the deal. The post Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal appeared first on Sales Hacker.

Enterprise 67

Enterprise Management Sales Development 67

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. We’ve got Lucidchart Sales Solutions. Go Beyond the Product and the Problem.

Enterprise 52

Enterprise Artificial Intelligence Scale Marketing 52

SaaStr

FEBRUARY 1, 2024

It was a tough lesson, and I didn’t even fully go deep enough on the enterprise side of things until he left the company. And this time, I knew the Salesforce integration, and our approach to tons of enterprise issues like LDAP — cold. Then I just had to. A few weeks after, a Global 50 leader invited us in. Period.

Sales Hiring 244

Sales Hiring B2B Engineering Enterprise 244

SaaStr

OCTOBER 11, 2023

▶️ Radically more efficient, $600m+ adj operating income run-rate ▶️ 29% of biz from enterprise (Plus) — Jason ✨Be Kind✨ Lemkin  (@jasonlk) October 10, 2023 5 Interesting Learnings: #1. Overall subscription solutions revenue is up just 21%, while payments and merchant solutions are up 35% — from a much, much larger base. #2.

Payments 252

Payments Merchant Services Payment Solutions Revenue 252

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. The solution for this challenge? Let’s look at the why, the when, and a warning.

Scale 197

Scale Enterprise readiness compliance Enterprise 197

SaaStr

FEBRUARY 10, 2023

Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? Going in low alone is unlikely to win a deal in the enterprise. The 10x better solution for 1 particular big problem. But it also can set you up to win the next bake-off in 2–3 years if you evolve and become the pre-picked solution by then.

Enterprise 260

Enterprise Software Pricing Branding 260

SaaStr

APRIL 24, 2024

But it does seem finally to have just run out of new enterprise customers to close. It trades at a stunning $32 Billion market cap. 5 Interesting Learnings: #1. It’s net new logo count only grew 44 in the past twelve months, or just 3%. #2. In Cash A good strategy today given their large cash position and strong ARR multiple. #5.

Scale 177

Scale AI Cloud Scaling 177

SaaStr

MARCH 27, 2024

There are basically two paths, and one predicate step The predicate step is your product has to do >one< reasonably important thing that is 10x better than the “enterprise”-proven solutions already out there.

Startup 220

Startup SaaS Enterprise Business 220

SaaStr

FEBRUARY 28, 2021

I told the CEO I was pretty sure, given the importance of the problem he was solving, and its impact across the enterprise, that this #1 customer could pay them at least $300,000 a year. It’s a heckuva solution. And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. A solution?

Revenue 300

Revenue Sales Outsourced Development Enterprise 300

The Daily Egg

AUGUST 6, 2021

We’ve worked with a ton of software solutions for all kinds of business needs. If you need a payroll and HR solution that works well with both SMBs and enterprise businesses, we consider Paychex to be a decent option, especially if you also need business insurance management tools. If there’s one thing to say about […].

Software Review 325

Software Review Enterprise Software Management 325

SaaStr

FEBRUARY 7, 2023

Nabbing enterprise clients could mean fewer deals to reach revenue goals. Just one enterprise client could lead to more thanks to the power of word-of-mouth and familiarity — “If this enterprise company likes their solution, then I’ll probably like it too.” She felt certain they’d want a specific solution.

Enterprise 141

Enterprise Technical Review Sales Recruiting Scale 141

Andreessen Horowitz

APRIL 5, 2024

They addressed the top concern for CISOs: the impact of generative AI on enterprise security. Here’s what they had to say about the key considerations for technology adoption and strategies CISOs can employ to navigate the rise of AI-driven security solutions: 1. What is the biggest security threat that enterprises face today?

Generative AI 102

Generative AI AI Enterprise Technical Review 102

SaaStr

JUNE 26, 2023

Director, Startups @ Zendesk Isabelle Guis, CEO North America & Global CMO @ Brevo Guy Marion, CMO @ Chargebee Erin Gunaratna, VP of Product Marketing @ Chargebee Trinity Nguyen, VP of Marketing @ UserGems Mark Kosoglow, CRO @ Catalyst Andrew Davies, CMO @ Paddle Jessica Hutchinson, VP of Product Marketing @ Paddle And so much more to come!!

Enterprise 286

Enterprise Customer Success Product Marketing Startup 286

SaaStr

JANUARY 1, 2023

You’re learning very quickly here if you are enterprise or mass-market. But if you’re going truly enterprise and BigCo early. Here, you’re selling a solution to a big problem. Now I don’t mean literally overcharge if you want to go more enterprise. If you are going to do fewer big deals, or tons of small deals.

Enterprise 239

Enterprise Pricing Revenue Sales 239

SaaStr

JULY 13, 2022

as a contract management solution for life sciences, and its built modules and more features on top of that, into a true revenue management solution for the industry. But also a reminder of just how long enterprise customers really last in B2B and SaaS. Others are under the radar because they are just slower growing and smaller.

Cloud 272

Cloud B2B Enterprise Revenue 272

SaaStr

SEPTEMBER 30, 2022

Dear SaaStr: How Do Startups Really Sell to Big Enterprises Before They’re Proven? Large enterprises use lots of tools, widgets, and software in their businesses, but they tend to use the obvious, trusted solutions. Spam rarely works in the enterprise. You solve their problems. At least 90% of the time.

Enterprise 239

Enterprise Startup Scale Innovation 239

SaaStr

NOVEMBER 19, 2023

ThoughtSpot – powerful BI solution that’s truly simple to use, is innovating quickly, and is super responsive to feedback. Meagen Eisenberg is a seasoned executive, board member, and advisor to some of the fastest-growing and most successful companies in enterprise and SaaS technology.

Innovation 248

Innovation Technology Enterprise Data 248

SaaStr

JANUARY 28, 2024

Slack Zoom Canva All built massive businesses on the back of very Free editions, even if they later turned more enterprise. If that was the magic solution, you would have already adopted it. But it isn’t a magic solution to your ills. Free of course can real work, done right.: Very free, in fact. It won’t.

Strategy 228

Strategy Onboarding Enterprise Startup 228

SaaStr

MAY 3, 2021

Maybe you’re aren’t “enterprise enough” Whatever it is … you can probably build that, and fill that gap. If it’s a true solution sale. Do it when a prospect asks you for something that pushes your solution. But they flow to the biggest and best-est solutions. Maybe you can get it.

Enterprise 321

Enterprise Pricing Sales SaaS 321

SaaStr

FEBRUARY 27, 2023

In 2019, the founding team at Storyblok set out to create a content marketing solution that worked for everyone—developers and marketers alike. They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. You spread your hiring net and draw in as much talent as possible.

Scale 200

Scale Sales Hiring Sales Recruiting Scaling 200

SaaStr

JULY 12, 2023

We’ve got just a ton of the best coming, sharing, and presenting: Jonathan Vassil, CRO @ Toast Jameson Yung, SVP Sales @ Gong Scott Sutton, CBO @ ZoomInfo Jane Kim, CRO @ CircleCI Laurabeth Harvey, CRO @ Lattice Erica Anderson, CRO @ Notion Sangeeta Chakraborty, CRO @ Miro Aliisa Rosenthal, Head of Sales @ OpenAI Megan ​ ​ Prince ​, ​ VP of Sales (..)

Scale 204

Scale SaaS Cloud Enterprise 204

SaaStr

MAY 21, 2021

Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. Let’s contrast Box and Dropbox. Few tweets.

Enterprise 336

Enterprise SMB Scaling Revenue 336

SaaStr

SEPTEMBER 18, 2023

Big Enterprises are taking a risk on you. The reality is… In Enterprise, they formally or informally have a second set of criteria for emerging vendors. Because you can never solve every security hole in Enterprise, it’s an amazing space because it’s never solvable. If you exaggerate too much, you’ll get caught.

Sales Hiring 242

Sales Hiring SaaS Banking AI 242

SaaStr

DECEMBER 14, 2022

Although they lacked an IT team or CIO equivalent to their enterprise counterparts, SMBs responded quickly. By 2021, the market witnessed a frenzied phase to add point solutions. Their focus has been on eliminating some of those point solutions while still keeping contact with their customers. Moving from Automation to CRM.

Scale 232

Scale SMB Scaling Innovation 232

SaaStr

APRIL 1, 2023

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. Companies were forced to transition from pen and paper to digital solutions quickly. 2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. It’s part of the deal.

Scale 202

Scale SMB Merchant Services Payment Methods 202

Andreessen Horowitz

SEPTEMBER 18, 2023

In enterprise healthcare, there are many “Jobs to be Done” (JTBD) for AI. This piece, Part A, uses Clay Christensen’s Jobs to be Done lens, along with an assessment of viable product wedges and business models, to share what we see as the most promising applications of AI in enterprise healthcare. better than the status quo.

Healthcare 142

Healthcare AI Artificial Intelligence Payment Solutions 142

Clouded Judgement

MARCH 22, 2024

Enterprise software businesses strive for 90-95% gross retention (generally the percent of revenue that sticks with you vs churns altogether), with net expansion in the 120%+ range (the aggregate change in expansion - contraction - churned revenue). There’s very little organization maturity around the procurement of AI solutions.

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

MARCH 27, 2024

Speaker: Brian Thomas, CPO @ Customer.io Speaker: Brian Thomas, CPO @ Customer.io

AI 224

AI Generative AI Engineering Enterprise 224

SaaStr

NOVEMBER 25, 2022

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. The main driver behind this success is that from day one, Atlassian took a product-led self-service approach to enterprise software. Marketplace partners. Strategic technology partners .

Scale 231

Scale Scaling Marketplace as a Service Entrepreneurship 231

SaaStr

DECEMBER 27, 2019

Dropbox is cheap — but Box Enterprise isn’t. Yes, enterprise software costs more to sell and support and, sometimes, to market than consumer software. It’s not just solution vs. tool, although that’s part of it. But customers will pay for trust, for brand, and for the best solution. And listen.

Pricing 332

Pricing Enterprise Software Sales 332

SaaStr

JANUARY 10, 2022

Q: How can enterprise software (SaaS) pricing be optimally defined, taking into account that two of three versions of the software can be offered, e.g. ‘small’, ‘medium’, ‘large’? different enterprise products … each with different approaches to pricing! Segment your pricing (we know this).

Pricing 234

Pricing Cloud Enterprise Software 234

SaaStr

JANUARY 18, 2023

Even if, say, a new ATS system didn’t make the cut this year, if your solution is not too expensive — your champion may still be able to get it done. But if your solution is $50k? Second, the winning initiatives need attached solutions to make them work. Third, failing solutions from prior years still have embedded budgets.

Sales Recruiting 267

Sales Recruiting Sales Hiring Technical Review Software Review 267

SaaStr

APRIL 4, 2023

Every company is different and will have varying solutions, customer acquisition costs, and lifetime value. If You Have A Medium CAC Target You’ll likely focus on lower enterprise and have an inside sales organization like a VP of Sales and SDRs. Hopefully, your company is becoming more mature and the solutions more powerful.

Scale 232

Scale Strategy Scaling Outbound Sales Team 232

SaaStr

JANUARY 31, 2023

Bigger accounts and enterprise pricing in some cases is going up much more: Shopify’s increases are much, much bigger. Important to note they did not raise prices for Shopify Plus, their $2,000+ and up enterprise edition. At least be aware it’s not the magical solution, on its own, to other issues.

Pricing 253

Pricing Merchant Services Payment Solutions Payments 253

SaaStr

JUNE 1, 2023

The company is trusted by more than 30,000 companies, over 5,000 investment funds, and half a million employees for cap table management, compensation management, liquidity venture capital solutions, and more. Our vision is a world where everyone has the power to innovate without limits. We are Worldline.

Scale 202

Scale Payments Payment Solutions Artificial Intelligence 202

SaaStr

DECEMBER 30, 2021

The panel was a good reminder of what so many CIOs are doing these days and have been for quite a while now: looking to bring value into their enterprise. No one is going to replace a proven enterprise solution with a start-up that is only 20% better than an existing, implemented, hardened solution. But be open to it.

Startup 256

Startup SMB Enterprise Innovation 256