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.

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.

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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.

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.

Observations from the Enterprise Tech 30 List

Tom Tunguz

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.

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.

Serving the People First Enterprise

Tom Tunguz

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.

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 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. AI, machine & deep learning cloud computing design enterprise & SaaS security & privacy Company Building 101

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. Build the enterprise around the customer. Is the customer enjoying a positive relationship with your enterprise? Build the Enterprise Around the Customer.

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.

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.

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.

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

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.

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. Enterprise is a company sport.

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.

Trends 200

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

Does Enterprise SaaS Need a Same-Store Sales Metric?

Kellblog

Enterprise SaaS and retailers have more in common than you might think. Now, let’s think about enterprise software. Enterprise software vendors drive growth in two ways: They hire new salesreps They increase productivity of existing salesreps.

Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki

Predictable Revenue

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.

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.

Cloud Prem Architecture - The New Way of Serving the Enterprise with a Hub and Spoke Data Model

Tom Tunguz

Cloud is more expensive for larger enterprises. Assume this happens at some scale in the enterprise. Imagine an enterprise now has several, maybe a dozen applications deployed this way. Today, an enterprise might have hundreds or thousands of applications. Enterprises will move pieces of their business over. But this is the way enterprise software will be delivered in the future.

Building Consumer Grade Enterprise Products with Invision, Box, Google Maps and Crunchbase (Video + Transcript)

SaaStr

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. What does, what does consumer mean for within the enterprise?

Enterprise sales lessons: How I almost closed Google, Intuit & Oracle

Close.io

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.

Lesa Mitchell joins The Heritage Group Accelerator Powered by Techstars to help startups disrupt legacy enterprises

TechStars

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.

3 Tips for Improving the Enterprise Customer Experience

Totango

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?

Our Top 10 Enterprise Posts of 2019

Andreessen Horowitz

From big ideas to company-building tactics, here’s a roundup our best enterprise posts from 2019. Be sure to also check out “ The most overlooked trends in enterprise tech in 2019 ” in the latest edition of our enterprise newsletter, … The post Our Top 10 Enterprise Posts of 2019 appeared first on Andreessen Horowitz.

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.

How do enterprises decide which software vendor to sign a deal with?

SaaStr

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.

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.

What are some of the biggest mistakes you made with enterprise SaaS sales?

SaaStr

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.

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. Build the enterprise around the customer. Is the customer enjoying a positive relationship with your enterprise? Build the Enterprise Around the Customer.

SaaS vs On-Premises: Choosing the Right Enterprise Solutions

SaaS Metrics

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.

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

What are some best practice SaaS onboarding processes for enterprise customers?

Net-Results

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

How to Optimize Customer Retention for B2B Enterprises

Totango

As part of a successful B2B enterprise, you understand the importance of your customers. Consolidate and Share Data: While on the subject of improving communication, think about how your enterprise internally accesses customer data.

The Top 7 Churn Management Strategies for B2B Enterprises

Totango

As such, enterprises need to prioritize cultivating long-term customer relationships that foster continual, mutual growth. Lack of Customer Engagement: Enterprises should provide frequent, helpful, personalized engagements throughout the customer journey.

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