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 198

Enterprise Engineering Sales Forecasting 198

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 190

Enterprise SMB Engineering Finance 190

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 157

Enterprise Automotive Innovation Entrepreneurship 157

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 114

Enterprise Engagement Customer Lifetime Value Onboarding 114

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 178

Enterprise Business Investment 178

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 148

Enterprise Travel Customer Support Software 148

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.

Enterprise 195

Enterprise B2B SMB Sales 195

SaaStr

JUNE 27, 2019

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. Enterprise is a company sport.

Scaling 237

Scaling Enterprise SMB Leadership 237

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 81

Enterprise B2B Marketing Product Marketing 81

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 117

Enterprise Churn Branding Social Media 117

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 184

Enterprise Revenue Business 184

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 238

Enterprise Transportation Startup Innovation 238

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 207

Enterprise Engineering Business Sales 207

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 62

Enterprise Engagement Customer Lifetime Value Onboarding 62

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

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 203

Trends Enterprise Business Model Software 203

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

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 178

Enterprise Sales Churn Branding 178

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 59

Enterprise Software Sales Business 59

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 216

Scaling Enterprise SMB Strategy 216

Software Platform Consulting

MAY 28, 2019

This is the third in my series on SaaS Metrics for Enterprise-Driven B2B Networks. But it turns out, this is a really important issue for Enterprise-Driven B2B Networks. Should enterprise salespeople “farm” what they “hunt” to align their incentives to the company’s revenues?

Enterprise 65

Enterprise B2B Compensation Metrics 65

Software Platform Consulting

MAY 22, 2019

A couple of posts ago , I started a series on SaaS metrics unique to enterprise-driven B2B Networks. This time, let’s consider modifying the concept of LTV/CAC to include an enterprise’s ecosystem. Modified LTV for Enterprise Driven B2B Platforms = Traditional Buyer LTV + ?

Enterprise 63

Enterprise B2B Metrics Churn 63

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 178

Interviewing Enterprise Customer Success Management 178

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

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 71

Enterprise Churn Branding Social Media 71

IT World

AUGUST 26, 2019

The company, at its VMworld customer event, announced VMware Tanzu which is made up of myriad new and existing VMware technologies to create a portfolio of products and services aimed at enterprises looking to more quickly build software in Kubernetes containers.

Enterprise 57

Enterprise Cloud Technology 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

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

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 88

Customer Success Enterprise Onboarding Engagement 88

TechStars

AUGUST 22, 2019

I’m excited to announce that I’m officially joining the global Techstars Network as Managing Director of the Cox Enterprises Social Impact Accelerator powered by Techstars here in Atlanta, Georgia. .

Enterprise 39

Enterprise Healthcare Startup Management 39

Software Platform Consulting

JUNE 3, 2019

Welcome to the last, and most important, in my series of posts on metrics unique to Enterprise-Driven B2B Networks. Every enterprise-driven B2B network proudly tells you they are great at enabling your enterprise’s suppliers.

Enterprise 52

Enterprise B2B Metrics Consulting 52

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 80

Enterprise Social Media Customer Success Education 80

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.

Enterprise 114

Enterprise B2B Sales 114

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

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 74

Enterprise Leadership Development Engagement 74

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

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 61

Enterprise Sales Management Leadership 61

Andreessen Horowitz

APRIL 13, 2019

Enterprise 87

Enterprise Startup 87

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 74

Enterprise Pricing Churn Data 74

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

SEPTEMBER 9, 2019

But there are frequently overlooked enterprise-wide opportunities to use this powerful data. You can’t sell to a middle-market or enterprise customer without knowing who, among hundreds or thousands of employees, is the active buyer(s). tl/dr: Intent data is generating lots of buzz.

Enterprise 52

Enterprise Data Sales Churn 52

Andreessen Horowitz

AUGUST 15, 2019

Editor’s note: This article is based on an episode of the a16z Podcast, which you can listen to here.

Enterprise 68

Enterprise Sales Pricing Leadership 68