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.

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.

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.

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.

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.

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.

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.

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.

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.

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?

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.

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.

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.

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.

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.

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 203

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.

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

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.

a16z Podcast: Stories and Lessons in Enterprise Sales

Andreessen Horowitz

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

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr

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.

SaaS Metrics for Enterprise-Driven B2B Networks (Bookings)

Software Platform Consulting

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?

SaaS Metrics for Enterprise-Driven B2B Networks (Modified LTV/CAC)

Software Platform Consulting

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 + ?

What would be your top 3 questions for a customer success manager interview ($1M ARR/enterprise SaaS)?

SaaStr

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?

Enterprise Ethereum upgrades to boost interoperability, performance

IT World

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.

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?

VMware plan elevates Kubernetes to star enterprise status

IT World

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.

What do users of enterprise SaaS expect from customer service?

Net-Results

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 […].

Superhuman

Andreessen Horowitz

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.

7 Customer Success Team Goals for Your Enterprise in 2019-2020

Totango

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. .

Announcing Barry Givens as Managing Director for the Cox Enterprises Social Impact Accelerator powered by Techstars

TechStars

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. .

SaaS Metrics for Enterprise-Driven B2B Networks (Buyers per Supplier)

Software Platform Consulting

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.

How to Increase Product Adoption Rates: Tips for SaaS Enterprises

Totango

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.

Can you elaborate on the year 2, 3, N referral partner commission for enterprise B2B SaaS?

SaaStr

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.

When does Freemium also work to generate leads for enterprise prospects?

SaaStr

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.

You Can’t Sell into the Enterprise Overnight

Sales Hacker

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.

Here’s What You Need to Sell your SaaS Product to Enterprise Customers

OpenView Labs

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.

8 Surefire Tactics Proven to Shorten the Enterprise Sales Cycle

Sales Hacker

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.

Re-tooling How Organizations Make Decisions

Andreessen Horowitz

Why SaaS Companies Move to Enterprise Sales as Explained by Bill and Ted

Upscope

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.

Gartner: Cloud, enterprise software to drive global IT spending increase

IT World

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.

7 Tips for Weaving Intent Data Throughout the Full Customer Lifecycle and Enterprise

OpenView Labs

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.

From Technical to Product to Sales CEO: Hard-Earned Lessons Learned

Andreessen Horowitz

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