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 227

Enterprise SMB Engineering Finance 227

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.

Enterprise 52

Enterprise B2B Software Cloud 52

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 170

Enterprise Travel Customer Support Software 170

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 164

Enterprise Automotive Innovation Entrepreneurship 164

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 194

Enterprise Business Investment 194

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. They are very, very different.

Enterprise 130

Enterprise SMB Sales Compensation 130

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 204

Enterprise B2B SMB Sales 204

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 238

Trends Enterprise Business Model Software 238

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 188

Enterprise Scaling SMB Sales 188

SaaStr

OCTOBER 12, 2019

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. If you go through IT, the enterprise will likely standardize on a single tool.

Enterprise 199

Enterprise Customer Success Finance Scaling 199

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 251

Scaling Enterprise SMB Leadership 251

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. We didn’t know about enterprise sales. So we did it: we decided to go B2B and try the enterprise sales route. We obviously had no f **g clue about enterprise sales.

Enterprise 63

Enterprise B2C Sales B2B 63

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 84

Enterprise B2B Marketing Product Marketing 84

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 120

Enterprise Churn Branding Social Media 120

Predictable Revenue

OCTOBER 17, 2019

Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients.

Enterprise 130

Enterprise Revenue 130

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 193

Enterprise Revenue Business 193

SaaStr

OCTOBER 12, 2019

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. If you go through IT, the enterprise will likely standardize on a single tool.

Enterprise 141

Enterprise Customer Success Finance Scaling 141

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

IT World

NOVEMBER 20, 2019

IBM Cloud Paks are bundles of Red Hat’s Kubernetes-based OpenShift Container Platform along with Red Hat Linux and a variety of connecting technologies to let enterprise customers deploy and manage containers on their choice of infrastructure, be it private or public clouds, including AWS, Microsoft Azure, Google Cloud Platform, Alibaba and IBM Cloud.

Enterprise 40

Enterprise Cloud Technology Data 40

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 210

Enterprise Engineering Business Sales 210

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 201

Enterprise Software Pricing Branding 201

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

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 189

Enterprise Sales Churn Branding 189

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

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 61

Enterprise Software Sales Business 61

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 228

Scaling Enterprise SMB Strategy 228

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 194

Interviewing Enterprise Customer Success Management 194

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

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster).

SMB 102

SMB Enterprise Strategy Compensation 102

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 60

Blockchain Enterprise Branding Development 60

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 72

Enterprise Churn Branding Social Media 72

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

Sales Hacker

OCTOBER 30, 2019

Now, if you’re shaking your head and thinking of all the things you would say, whether as a leader or an Enterprise seller, I’m with you. Here are a few tips to consider as you try to make the leap to sell to the enterprise space, plus tips on how to navigate it once you’re there.

SMB 52

SMB Enterprise Interviewing Technology 52

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 91

Customer Success Enterprise Onboarding Engagement 91