Expert insights. Personalized for you.
An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. MORE
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? MORE
The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue. Troy Angrignon has sold into huge companies in every space imaginable, from IT, to state government, to Fortune 100 oil and gas. MORE
When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. Here are the 7 common enterprise marketing mistakes she sees and how to avoid them. . #1 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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! MORE
Enterprise Software Sales sales model Startups repeatable sales process(This is the third in a three-part restructuring and build-out of a previous post. See note [1] for details.). MORE
In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined a repeatable sales process as meaning you have six things: Standard hiring profile. MORE
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! MORE
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). MORE
The number one question go-to-market question in any enterprise software startup is: “do you have a repeatable sales process?” Enterprise Software Entrepreneurship Marketing QCR Sales sales model salesops Startups(This is the first in a three-part restructuring and build-out of the prior post. See note [1] for details.). ” or, in more contemporary Silicon Valley patois, “do you have a repeatable sales motion?” MORE
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. MORE
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. MORE
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 MORE
Introduction ERP systems enable businesses to integrate different functions such as order management, inventory management, HR, accounting, finance and more. MORE
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 MORE
How to Multithread into Enterprise Deals appeared first on Sales Hacker. The post Hunting Whales? Account Executives Marquee Outreach Partner Training & Events MORE
We just launched our exclusive, invite-only networking initiative for SaaStr Enterprise: The Real Future and it’s unlike any other digital event you’ve ever attended. How to Partner with Large Vendors in Enterprise Software with Esteban Kolsky, Chief Strategy Officer, CX at SAP. MORE
What was the most significant or overlooked trend in enterprise technology in 2020? We asked our a16z enterprise team as well as a few of our founders and leaders in the industry… TABLE OF CONTENTS. MORE
Our latest digital event, SaaStr: Enterprise attracted over 70,000 attendees across social media and 7,500+ to our mentorship and other sessions. MORE
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 MORE
That’s nothing like enterprise sales Most SMB SaaS companies I’m working with, after $2m-$3m in ARR, leads aren’t the issue. These 5 key elements to SMB sales are of course nothing at all like enterprise sales. Why SMB Reps Struggle in the Enterprise. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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). MORE
If you intend to compete in the enterprise SaaS arena, effective reporting functionality isn’t just a differentiator – it’s the price of entry. These tools enable enterprises to see the value that your app is delivering, and justify their investment in your product. MORE
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. MORE
Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. Before diving in further, let’s discuss what OEM stands for and what the definition of enterprise OEM software is. Understanding enterprise OEM software. MORE
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. MORE
Enterprise Related Topics SaaStr
FEBRUARY 3, 2021
When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. Here are the 7 common enterprise marketing mistakes she sees and how to avoid them. . #1
SaaStr
FEBRUARY 7, 2021
That’s nothing like enterprise sales Most SMB SaaS companies I’m working with, after $2m-$3m in ARR, leads aren’t the issue. These 5 key elements to SMB sales are of course nothing at all like enterprise sales. Why SMB Reps Struggle in the Enterprise.
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InsightSquared
MAY 22, 2019
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.
Andreessen Horowitz
DECEMBER 18, 2020
What was the most significant or overlooked trend in enterprise technology in 2020? We asked our a16z enterprise team as well as a few of our founders and leaders in the industry… TABLE OF CONTENTS.
Advertiser: Data Robot
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.
SaaStr
JULY 29, 2020
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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SaaStr
JANUARY 21, 2020
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.
Andreessen Horowitz
OCTOBER 29, 2019
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
SaaStr
JULY 20, 2020
We just launched our exclusive, invite-only networking initiative for SaaStr Enterprise: The Real Future and it’s unlike any other digital event you’ve ever attended. How to Partner with Large Vendors in Enterprise Software with Esteban Kolsky, Chief Strategy Officer, CX at SAP.
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.
Advertiser: Data Robot
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.
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Andreessen Horowitz
NOVEMBER 26, 2019
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?
Sales Hacker
JANUARY 13, 2021
Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. Before diving in further, let’s discuss what OEM stands for and what the definition of enterprise OEM software is. Understanding enterprise OEM software.
TechStars
JUNE 11, 2019
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.
SaaStr
APRIL 29, 2020
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.
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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.
SaaStr
NOVEMBER 16, 2020
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.
Predictable Revenue
DECEMBER 10, 2020
The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue. Troy Angrignon has sold into huge companies in every space imaginable, from IT, to state government, to Fortune 100 oil and gas.
Kellblog
JANUARY 14, 2021
The number one question go-to-market question in any enterprise software startup is: “do you have a repeatable sales process?” Enterprise Software Entrepreneurship Marketing QCR Sales sales model salesops Startups(This is the first in a three-part restructuring and build-out of the prior post. See note [1] for details.). ” or, in more contemporary Silicon Valley patois, “do you have a repeatable sales motion?”
Sales Hacker
FEBRUARY 12, 2021
An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth.
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.
SaaStr
JULY 14, 2020
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.
Kellblog
JANUARY 14, 2021
In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined a repeatable sales process as meaning you have six things: Standard hiring profile.
SaaStr
AUGUST 2, 2020
Our latest digital event, SaaStr: Enterprise attracted over 70,000 attendees across social media and 7,500+ to our mentorship and other sessions.
Totango
JULY 2, 2019
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.
Sales Hacker
OCTOBER 29, 2020
How to Multithread into Enterprise Deals appeared first on Sales Hacker. The post Hunting Whales? Account Executives Marquee Outreach Partner Training & Events
SaaStr
JULY 19, 2020
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!
SaaStr
JULY 7, 2019
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.
Totango
JANUARY 14, 2020
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
Kellblog
JANUARY 14, 2021
Enterprise Software Sales sales model Startups repeatable sales process(This is the third in a three-part restructuring and build-out of a previous post. See note [1] for details.).
Andreessen Horowitz
JANUARY 29, 2019
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.
SaaStr
NOVEMBER 9, 2019
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).
SaaStr
JUNE 17, 2019
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.
Frontegg
JANUARY 17, 2021
If you intend to compete in the enterprise SaaS arena, effective reporting functionality isn’t just a differentiator – it’s the price of entry. These tools enable enterprises to see the value that your app is delivering, and justify their investment in your product.
SaaS Metrics
SEPTEMBER 15, 2020
Introduction ERP systems enable businesses to integrate different functions such as order management, inventory management, HR, accounting, finance and more.
Andreessen Horowitz
DECEMBER 27, 2019
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.
Andreessen Horowitz
DECEMBER 19, 2019
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
Incredo
MARCH 20, 2019
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.
Andreessen Horowitz
DECEMBER 13, 2019
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.
Sales Hacker
OCTOBER 16, 2020
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).
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