The Critical Building Blocks of an Enterprise Sales Engine

InsightSquared

Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. Enterprise is a completely different kettle of fish.

SaaStr Enterprise is LIVE! Watch it here

SaaStr

5 Insights for Consumerization of the Enterprise. How to Design and Build a SaaS Platform Pressure Tested for the Enterprise. How to Design and Build a SaaS Platform Pressure Tested for the Enterprise. Enterprise Companies. The post SaaStr Enterprise is LIVE!

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4 Myths Selling SaaS Into Enterprise

SaaStr

At SaaStr Annual, we’ll be sharing stories of how a few of our SaaS partners enable enterprises to change the way they do business. Based on these experiences, here are myths I often hear from early-stage SaaS companies who want to move upmarket and target enterprise buyers. Myth #1 – Enterprises prefer well-known brands. Today, technology spend is distributed across the enterprise with line of business leaders purchasing a few solutions specific to their department.

Growth+Sales: The New Era of Enterprise Go-to-Market

Andreessen Horowitz

Another shock to the system is emerging today, … The post Growth+Sales: The New Era of Enterprise Go-to-Market appeared first on Andreessen Horowitz. enterprise & SaaS Company Building 101

5 Things a Data Scientist Can Do to Stay Current

DataRobot together with Snowflake – a leading cloud data platform provider — is helping data scientists stay current with the latest technology and data science best practices so that they can excel in an increasingly AI-driven workplace. Five Things a Data Scientist Can Do to Stay Current offers data scientists guidance for thriving in AI-driven enterprises.

Buying Patterns in the Enterprise: Who’s Really Buying and Why?

SaaStr

As digital business and collaboration models have been permanently accelerated by the events of 2020, our panel of SaaS experts discusses who’s buying in the Enterprise, and how to drive conversions across multiple business functions.

In The Enterprise, Innovation is Out. Digital Transformation is In.

SaaStr

We are seeing rapid evolutionary change in the enterprise, pulling Digitial Transformation initiatives ahead by years in many cases. A deep dive on this with Stewart Butterfield, CEO of Slack, from last week: The post In The Enterprise, Innovation is Out. Q: What are the next big trends in SaaS? I think the new trend, which is brand new — is that “Innovation” as a reason to buy SaaS is dead. For now. And maybe for 18+ months.

Check Out Our SaaStr: Enterprise Sessions with the CEOs of Box, Coupa, PagerDuty, and Much More!!

SaaStr

Our latest digital event, SaaStr: Enterprise attracted over 70,000 attendees across social media and 7,500+ to our mentorship and other sessions.

200+ VCs Coming to SaaStr Enterprise on July 29

SaaStr

SaaStr:Enterprise is almost here! The post 200+ VCs Coming to SaaStr Enterprise on July 29 appeared first on SaaStr. Join 200+ CTOs, CIOs, CXOs, CDOs and more for networking, roundtables, 1-on-1s, and more. As well as incredible sessions with the top CEOs in SaaS, including the CEOs and CXOs of Box, Coupa, PagerDuty, Intuit, Adobe, Algolia, New Relic, Shopify and more!! But also tagging along are 200+ VCs.

Introducing the Enterprise Newsletter

Andreessen Horowitz

This is a16z’s newsletter for all things enterprise and B2B. From AI to open source to software-as-a-service, enterprise software to company building, … The post Introducing the Enterprise Newsletter appeared first on Andreessen Horowitz. AI, machine & deep learning cloud computing enterprise & SaaS news open source security & privacy Company Building 101 future of work hallway conversations newsletters

Democratizing AI for All: Transforming Your Operating Model to Support AI Adoption

Democratization puts AI into the hands of non-data scientists and makes artificial intelligence accessible to every area of an organization. With the emergence of enterprise AI platforms that automate and accelerate the lifecycle of an AI project, businesses can build, deploy, and manage AI applications to transform their products, services, and operations. But in order to reap the rewards that AI offers, it is essential that businesses first address how their organizations are set up, from their people to their processes. Democratizing AI through your organization requires more than just software. It may require changing your operation models and finding the right guidance to realize the full breadth of capabilities.

Techstars and Cox Enterprises announce second accelerator, focused on social impact

TechStars

Techstars, the worldwide network that helps entrepreneurs succeed, and Cox Enterprises, the global company dedicated to building a better future through leading communications, automotive services and media companies, today announced the launch of the Cox Enterprises Social Impact Accelerator powered by Techstars. The mentorship-driven accelerator is the second accelerator in partnership between Techstars and Cox Enterprises.

Hunting Whales? How to Multithread into Enterprise Deals

Sales Hacker

How to Multithread into Enterprise Deals appeared first on Sales Hacker. The post Hunting Whales? Account Executives Marquee Outreach Partner Training & Events

Enterprise Newsletter: November 2019

Andreessen Horowitz

How will AI impact the enterprise? Subscribe to the a16z enterprise newsletter to find out. This is the second edition of the a16z enterprise newsletter, where … The post Enterprise Newsletter: November 2019 appeared first on Andreessen Horowitz. enterprise & SaaS open source security & privacy Company Building 101What’s the new go-to-market for B2B? Is open source the future of software?

Networking and Roundtables With 200+ CIOs, CXOs, CTOs and More is LIVE for SaaStr:Enterprise!

SaaStr

Are you excited for SaaStr Enterprise on July 29? 5,200+ Cloud CEOs, CTOs, CXOs, VCs and execs focused on the Enterprise. The post Networking and Roundtables With 200+ CIOs, CXOs, CTOs and More is LIVE for SaaStr:Enterprise! You should be!

5 Early Indicators Your Embedded Analytics Will Fail

By 2020, 80 percent of enterprise application vendors. Updating your application’s dashboards and reporting features. may feel optional—until suddenly it’s not. Watch for these 5 signs. that you’re at risk for an analytics emergency. Early Indicators. Your Embedded.

How is low/mid-ticket sales different from enterprise sales?

SaaStr

Enterprise sales: Reps often hunt many of their own deals. Enterprise Reps often have a lot of help in sales — from solution architects and sales engineers helping answer customer questions, to the CEO joining pitches for the big deals. Reps often have to do 4–5 demos a day (an order of magnitude more than an enterprise rep). Generally need to close 8–12 deals a month for larger SMB deals , more for small deals (>10x more than an enterprise rep).

How does an enterprise zone encourage new business?

SaaStr

I’m a bit bummed about enterprise zones. If you could invest in start-ups HQ’d in enterprise zones and there was a tax benefit, I’d invest everything possible in enterprise zones, and I’d move our office and team to one. The post How does an enterprise zone encourage new business? The current regulations seem to only encourage real estate investments primarily, and to a pretty small extent, very local businesses.

The Top 5 Customer-Centric Goals for an Enterprise

Totango

Enterprises need to keep customers happy because it’s never been easier for them to find alternatives. As a result, the most important customer-centric goals for an enterprise exclusively focus on knowing customers, delivering value, and doing so in a repeatable, annual cycle of commitment and recommitment. Build the enterprise around the customer. Is the customer enjoying a positive relationship with your enterprise? Build the Enterprise Around the Customer.

What is the psychology behind the B2B enterprise sale?

SaaStr

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. The post What is the psychology behind the B2B enterprise sale? And the average SMB buyer has already purchased 50+ apps. So your prospects and customers are veterans. The general pyschology thus is different than it used to be in SaaS. The ideal flow is: Marketing generates awareness. Marketing (demand gen) and/or Sales (outbound) generates leads. Leads initially do discovery on their own.

Upgrading Data Security in a Crisis

Speaker: M.K. Palmore, VP Field CSO (Americas), Palo Alto Networks

In most cases, the COVID-19 crisis has sped up the desire to engage in digital transformation for medium-to-large scale enterprises. Roadmaps are rarely implemented without challenges. During this session, MK Palmore, the Field CSO (Americas) for Palo Alto Networks and a former public-sector executive, will walk through the difficulties of crisis planning execution in the midst of an organization's digital changes. He will use a combination of industry insights through statistical observations and direct customer feedback to emphasize the importance of adopting new technologies to battle an ever changing threat landscape.

Customer Success: Roles Within a B2B Enterprise

Totango

When customers succeed using your product, your enterprise succeeds. Despite the value of customer success teams, not all B2B enterprises know how to structure customer success roles within their company. The CS team will interact with many other departments, so it’s critical that customer data is shared across the enterprise. customer centric enterprise Customer Success Management building customer success team customer success roles customer success team

The Enterprise Prospecting Guide: 6 Tips for Better Responses

Sales Hacker

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end).

Best SaaS ERP (Enterprise Resource Planning) Solutions

SaaS Metrics

Introduction ERP systems enable businesses to integrate different functions such as order management, inventory management, HR, accounting, finance and more.

Chargebee + RevLock = Enterprise-ready Revenue Recognition Capabilities

Chargebee

Subscription-based businesses need to handle real-time changes based on customer demands throughout the subscription lifecycle.

The 4 Enterprise Sales Misconceptions for Startup Founders

OpenView Labs

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. As I dug deeper, it was clear a lot of the wrong assumptions had been made without an understanding of what enterprise sales is all about. Misconception #1: Enterprise sales is easy.

See Who’s Joining Us at SaaStr Enterprise on July 29

SaaStr

We just crossed the 4,000 mark of confirmed SaaS founders and leaders joining us for SaaStr Enterprise on Wednesday, July 29th, for an action-packed day with speakers from the biggest Cloud / SaaS companies on the planet. The post See Who’s Joining Us at SaaStr Enterprise on July 29 appeared first on SaaStr.

From Freemium to Enterprise with Slack (Video + Transcript)

SaaStr

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. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model.

a16z Podcast: Finding Go-to-Market Fit in the Enterprise

Andreessen Horowitz

Enterprise B2B companies face a different challenge. Sometimes, despite achieving product-market fit (and knowing when you’ve achieved it) and … Uncategorized bottom-up SaaS Company Building 101 enterprise startups founder/maker/operator stories product-market fit salesFor consumer companies, often when the holy grail of product-market fit is achieved, the company takes off: magic happens, growth unlocks.

Enterprise SaaS Spending Statistics and Trends for 2019

Incredo

Software as a service, also known as SaaS, is a highly cost-effective software solution that offers a lot of agility for businesses. More companies are increasingly adopting SaaS solutions as they realize what a reliable option it can be for numerous business models and industries. SaaS has been growing at rapid rates during the past several years. The competition is already huge and it’s only increasing.

Trends 151

Lessons from New Relic: Five Critical Steps to Scaling Enterprise (Video + Transcript)

SaaStr

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. I’m the chief revenue officer at New Relic, Erica Schultz, and I’m here to share with you a bit about our journey of moving into the enterprise space. A little bit more about our journey to the enterprise.

Our Top 15 Enterprise Posts of 2019

Andreessen Horowitz

From big ideas to company-building tactics, we round up our best enterprise posts from 2019. If you like this, be sure to check out “ The most overlooked trends in enterprise tech in 2019 “, and subscribe to our newsletter … The post Our Top 15 Enterprise Posts of 2019 appeared first on Andreessen Horowitz.

Hear From Leaders at Box, PagerDuty and Coupa at SaaStr Enterprise on July 29

SaaStr

We have just announced our headlining speakers for SaaStr Enterprise: The Real Future of Work on Wednesday, July 29th. We are featuring top executives and leaders driving innovation in the Cloud and sharing their playbooks with you on how to scale your business to directly market, sell, and expand to have success in the Enterprise. . Check out our lineup and agenda: 5 Insights for Consumerization of the Enterprise with Scott Belsky, CPO & EVP @ Adobe Creative Cloud.

Is There an Enterprise Margin Crisis?

Andreessen Horowitz

0/ Is there an Enterprise Margin Crisis? 1/ While not all of … The post Is There an Enterprise Margin Crisis? AI, machine & deep learning cloud computing enterprise & SaaS tweetstormsIt’s not uncommon to see software startups with surprisingly low margins (30-40%). I believe there is a broader trend going on here, which I explore in this thread. appeared first on Andreessen Horowitz.

The REAL Future of Work: Connecting Top CEOs of B2B Companies with Top Enterprise CXOs

SaaStr

As we finalized our digital event lineup, we received a lot of interest from our community in producing an Enterprise focused event — so we’re doing just that! SaaStr Enterprise will take everything we’ve learned from our first two digital events into a one-day event that is structured to provide high-impact and measurable value by connecting top CEOs of B2B companies from $20M – $2B in ARR with the top CIOs, CDOs, CTOs, and CXOs driving innovation in the Cloud.

What are reasonable termination clause time frames for an enterprise SaaS offering with an annual fee?

SaaStr

The post What are reasonable termination clause time frames for an enterprise SaaS offering with an annual fee? It doesn’t matter. On the face of it, there really should not be any termination clause in an annual contract, especially if the customer is paying a lower annualized rate vs. a monthly agreement, for example. If a customer is prepaying for a discount, why should they be able to get out? But the thing is, it doesn’t matter. If they do terminate, you’ve lost that customer.

The most overlooked trends in enterprise tech in 2019

Andreessen Horowitz

This post first appeared in the a16z enterprise newsletter. Subscribe to the a16z enterprise newsletter and stay on top of the latest tech and trends. In this newsletter, we round up some of the most overlooked trends in enterprise/B2B technology … The post The most overlooked trends in enterprise tech in 2019 appeared first on Andreessen Horowitz. AI, machine & deep learning cloud computing design enterprise & SaaS security & privacy Company Building 101

If Your Enterprise Customers Want An SLA — Just Give It To Them. You Owe Them That Much.

SaaStr

That you truly, fully stand behind an enterprise-grade product. That’s what you want as an enterprise customer, when you paying $100k+ a year. $5 But enterprise customers have the right to expect it to not, well, be their problem. It is table stakes for an enterprise application to stand behind its reliability. So net net, I recommend always just doing an SLA for enterprise customers that ask.

Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.

SaaStr

Just a few years ago, as the next generation of SaaS companies were beginning to scale, the idea of building a Big or Biggish SaaS Company using Silos-in-the-Enterprise was all the rage. First, just to get on the same page … a Silo-in-the-Enterprise is a small or smallish group in a BigCo that adopts your product. If you go through IT, the enterprise will likely standardize on a single tool. The post Silos-in-the-Enterprise: Good.

How to Hire Enterprise Salespeople

OpenView Labs

Building an effective (and committed) enterprise sales team for the long haul starts with the people you hire. Up until the coronavirus pandemic: enterprise sales was the #1 role that tech companies were hiring for and employee turnover in sales was averaging just 18 months. Make sure you understand enterprise sales BEFORE you start the hiring process. Enterprise sales is incredibly complex and there is a TON of confusion around what it is and what it isn’t.