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.

Enterprise 155

Enterprise Engineering Sales Forecasting 155

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.

Enterprise 180

Enterprise Business Investment 180

Totango

JULY 2, 2019

Enterprises need to keep customers happy because it’s never been easier for them to find alternatives. Build the enterprise around the customer. Is the customer enjoying a positive relationship with your enterprise? Build the Enterprise Around the Customer.

Enterprise 100

Enterprise Engagement Customer Lifetime Value Onboarding 100

Tom Tunguz

JULY 15, 2019

published the Enterprise Tech 30 last week. It’s a coaches poll of the top enterprise startups broken into early, mid and growth stage. We think of enterprise companies in three layers. It’s always interesting to see how other investors view the enterprise market.

Enterprise 164

Enterprise SMB Engineering Finance 164

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.

B2B 196

B2B Enterprise SMB Sales 196

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.

Enterprise 132

Enterprise Automotive Innovation Entrepreneurship 132

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. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise.

Enterprise 173

Enterprise Scaling SMB Leadership 173

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.

Trends 205

Trends Enterprise Business Model Software 205

SaaStr

JULY 7, 2019

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.

Enterprise 194

Enterprise Engineering Business Sales 194

Tom Tunguz

JANUARY 24, 2019

Last year, I talked wrote 1% of Salesforce’s Revenue Makes a Unicorn. The post talked about the potential in the SaaS ecosystem for startups to identify underserved customers in existing installed bases of incumbents and build big companies serving them better.

Enterprise 147

Enterprise Travel Customer Support Software 147

Totango

JULY 9, 2019

Customers will stick with a brand that provides reliably good service, but improving the enterprise customer experience can be challenging. Put these tips to work and your business can improve its enterprise customer experience in no time. What’s your company’s most precious asset?

Enterprise 98

Enterprise Churn Branding Social Media 98

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.

Enterprise 78

Enterprise B2B Marketing Product Marketing 78

SaaStr

APRIL 7, 2019

75%-90% of the time, enterprises have already made a tentative decision which vendor to choose before they pick up the phone or hit the Contact Me button: In an established category, customers will pre-pick one of the Top 2–3 vendors based on brand, market share and research.

Enterprise 199

Enterprise Software Pricing Branding 199

TechStars

APRIL 25, 2019

Many industries that aren’t top of mind for most of us but serve our most basic everyday needs – from industrial production, transportation infrastructure and environmental services and safety – all are facing technological disruption and innovation.

Enterprise 204

Enterprise Transportation Innovation Venture Capital 204

SaaStr

JULY 18, 2019

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.

Enterprise 117

Enterprise Revenue Business 117

Net-Results

JANUARY 22, 2019

When you’re dealing with enterprise customers, any major SaaS purchase is going to have a ripple effect through the organization. The post What are some best practice SaaS onboarding processes for enterprise customers? Quora Answers onboarding process SaaS enterprise saas marketing

Enterprise 83

Enterprise Onboarding Software Marketing 83

SaaStr

MARCH 15, 2019

Hiring a CSO way early if you are truly going enterprise. Enterprise customers expect you not just to get on jets (see the point above), but to be there. Enterprise customers expect a brand to be presented in a certain way. Boy a lot.

Enterprise 180

Enterprise Sales Churn Branding 180

SaaS Metrics

JULY 30, 2018

That’s especially true for large enterprises that are always looking for a competitive advantage. However, with the advancement in technology, enterprises now have many options to choose from, including multiple software delivery channels.

Enterprise 77

Enterprise Software Delivery Technology Strategy 77

SaaStr

MARCH 12, 2019

Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? And then you follow their lead into the enterprise.

Scaling 217

Scaling Enterprise SMB Travel 217

SaaStr

JUNE 2, 2019

The post What would be your top 3 questions for a customer success manager interview ($1M ARR/enterprise SaaS)? My Top 3, plus a few bonus questions: What are the most important goals / KPIs for Customer Success at a company of our size and stage?

Interviewing 180

Interviewing Enterprise Customer Success Management 180

Andreessen Horowitz

JUNE 27, 2019

In particular I dreaded the “death spiral” of threads that … enterprise & SaaS announcements consumer-ization of the enterprise future of work product-market fit prosumerization of the enterprise trends 2019I spend hours and hours in my inbox every single day.

Enterprise 114

Enterprise Trends Product Marketing Marketing 114

Andreessen Horowitz

JANUARY 30, 2019

What does it actually take to win at enterprise sales? In this episode, Mark Leslie, former CEO and chairman and founding team member of Veritas Software, and a lecturer at the Stanford Graduate School of Business, and a16z general partner … Uncategorized enterprise startups founder/maker/operator stories sales veterans

Enterprise 52

Enterprise Software Business Sales 52

IT World

MAY 13, 2019

The Enterprise Ethereum Alliance (EEA) today announced new and updated specifications aimed at helping developers create business-class blockchain networks that are faster, easier to use and capable of interacting with other distributed ledger networks.

Blockchain 57

Blockchain Enterprise Branding Development 57

Net-Results

OCTOBER 18, 2018

Growth at the expense of the customer One of the biggest problems with the enterprise SaaS market is that it is an area of heavy growth. The post What do users of enterprise SaaS expect from customer service? Quora Answers enterprise SaaSYou know what? They expect too little. Far too little. The growth isn’t the problem, it’s that the SaaS companies tend to focus on just growth. At the expense of a group of […].

Enterprise 50

Enterprise Marketing 50

SaaStr

APRIL 1, 2019

The post Can you elaborate on the year 2, 3, N referral partner commission for enterprise B2B SaaS? The biggest difference is the goals. If a partner program’s goal is to align 2 sales teams, then commissions really should only be paid on Year 1 deals closed together. If you want to truly partner — start here when you design partner deals and partner programs.

B2B 115

B2B Enterprise Sales 115

Totango

MARCH 21, 2019

So, what customer success team goals can help your enterprise generate real results? Realizing lifetime value from your customers is about generating lifetime value for your customers. That’s the central tenant of the customer success approach to business. It represents a shift away from thinking of customers as point-of-sale pursuits and toward regarding them as ongoing relationships that require continuous nurturing. .

Customer Success 79

Customer Success Enterprise Onboarding Engagement 79

Sales Hacker

MAY 23, 2019

Is It Possible to Shorten the Enterprise Sales Cycle? That’s especially true in enterprise deals. Keep reading to learn 8 key tactics to effectively shorten the enterprise sales cycle and manage the close on time. Then Carter, one of our enterprise reps, took a different approach to work his accounts. Enterprise-level sales are complex and involve creating consensus among a whole committee of informed buyers. Sales will always be a numbers game.

Enterprise 65

Enterprise Sales Management Leadership 65

SaaStr

MAY 2, 2019

The post When does Freemium also work to generate leads for enterprise prospects? It clearly works sometimes. Two great case studies are Zoom and Slack: In the case of Zoom, 55% of their $100,000+ a year customers start with a free host session. More here: 5 Interesting Learnings From Zoom. As It Gets Ready to IPO. SaaStr. In the case of Slack, only 8% of their revenue is freemium per se — but free users are the largest source of leads for their 575+ $100k+ deals.

Enterprise 100

Enterprise Strategy Revenue Business 100

Totango

APRIL 16, 2019

Totango provides customer success solutions designed to help enterprises increase product adoption rates. Congratulations! You’ve won a new customer and helped them learn how to use your product or service. What happens next? In a perfect world, the customer would fully leverage it, then spread the word about your business to their friends and community. But in reality, all products and subscriptions have a learning curve that can block a customer from fully adopting the product.

Enterprise 72

Enterprise Social Media Customer Success Education 72

OpenView Labs

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Enterprise 73

Enterprise SMB Churn Branding 73

Sales Hacker

JANUARY 18, 2019

The first thing you have to understand is that no matter how many short-cuts and work-arounds a company has in its arsenal—VC money, board connections, famous founders— you can’t sell into the enterprise overnight. RELATED: How to Close an Enterprise Sale in a Niche Market.

Enterprise 78

Enterprise Leadership Development Engagement 78

TechStars

JULY 22, 2019

Cox Enterprises Social Impact Accelerator powered by Techstars ( Atlanta ) – Apply Now. Applications are now open for Q1 2020 Techstars mentorship-driven accelerators.

Blockchain 155

Blockchain Enterprise Mobile Startup 155

Upscope

JUNE 4, 2019

Because they've moved toward enterprise. Why did they move to enterprise? You know why SaaS companies start creating white papers and data sheets and all that stuff? They don't churn, they pay lots, their expansion is potentially bigger than selling to a dozen smaller startups.

Enterprise 73

Enterprise Pricing Churn Data 73

Andreessen Horowitz

APRIL 13, 2019

Enterprise 79

Enterprise Startup 79

CloudKettle

JUNE 19, 2019

The post MarTech Podcast | The Enterprise B2B SaaS Digital Marketing Playbook appeared first on CloudKettle. Catch our CEO, Greg Poirier, on the MarTech podcast talking about data warehousing, data visualization, retargeting. SaaS Sales and Marketing B2B data visualization lead generation Marketing Martech podcast revenue operations revenue optimization Saas Salesforce

B2B 40

B2B Enterprise Marketing Revenue 40

IT World

JANUARY 28, 2019

Spending on enterprise software, particularly cloud services and applications, is expected to grow faster than any other category of IT this year, fueling an overall increase in global spending on technology. See " The best ERP systems:10 enterprise resource planning systems compared ," with evaluations and user reviews. If you have any doubts that digital transformation is top of mind for IT executives, just take a look at what they're buying.

Enterprise 58

Enterprise Forecasting Cloud Software 58

OpenView Labs

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Enterprise 60

Enterprise SMB Churn Branding 60

IT World

JUNE 26, 2019

Leading the rollout is the Mist Edge appliance that extends Mist’s cloud services to the branch and lets enterprises manage the distributed Wi-Fi infrastructure from a central location. .

Wireless 63

Wireless AI Enterprise Cloud 63

SaaStr

APRIL 12, 2019

The post What are some ways to structure an enterprise SaaS deal when the customer is asking for exclusivity against their competitors? Besides saying No, it’s worth considering a “Free Ice In Winter” approach. By that I mean, a short window of exclusivity for a top customer or partner is often OK in the real world — in the early days. If you don’t have have a similar prospect in the pipeline, giving a 3–6 month exclusivity window might not be the end of the world.

Enterprise 100

Enterprise Investment Business 100

IT World

JANUARY 7, 2019

That was the sentiment among tech professionals who took part in a recent @IDGTechTalk Twitter chat about enterprise tech trends for 2019. In fact, a recent @IDGTechTalk poll found privacy and security to be the top enterprise tech issue for 2019 (45 percent), followed by artificial intelligence (30 percent), cloud computing (16 percent), and blockchain (9 percent).

Blockchain 50

Blockchain Trends Enterprise Cloud 50

Totango

MAY 3, 2019

Customer loyalty is priceless. If you retain customers , they’ll spend far more than the price of their initial purchase over a lifetime. Plus, current customers are more likely to make major purchases or upsells. But the only way to cultivate this prized group is to form meaningful connections which increase customer engagement and loyalty. Always keep the customer experience in mind. Try to understand how your brand’s actions and communications make a customer feel.

Engagement 74

Engagement Enterprise Branding Communication 74

Upscope

NOVEMBER 26, 2018

We found SaaS enterprise pricing to be quite confusing at first but having been through the process enough now, here's our advice for our younger selves. We cover 3 main enterprise deals and how each turned out.

Enterprise 52

Enterprise Pricing Onboarding Customer Support 52

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. RELATED: Moving From Mid-Market to Enterprise.

SMB 72

SMB Enterprise B2C Consulting 72