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

SaaStr

JANUARY 21, 2020

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 203

Enterprise Cloud Finance Technology 203

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 209

Enterprise SMB Engineering Finance 209

SaaStr

APRIL 29, 2020

We are seeing rapid evolutionary change in the enterprise, pulling Digitial Transformation initiatives ahead by years in many cases. A deep dive on this with Stewart Butterfield, CEO of Slack, from last week: The post In The Enterprise, Innovation is Out.

Innovation 201

Innovation Enterprise Cloud Trends 201

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 68

Enterprise B2B Software Cloud 68

Andreessen Horowitz

NOVEMBER 26, 2019

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.

Enterprise 59

Enterprise AI B2B Software 59

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 Startup 148

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 187

Enterprise SMB Sales Compensation 187

SaaStr

JUNE 16, 2020

As we finalized our digital event lineup, we received a lot of interest from our community in producing an Enterprise focused event — so we’re doing just that! The post The REAL Future of Work: Connecting Top CEOs of B2B Companies with Top Enterprise CXOs appeared first on SaaStr.

Enterprise 154

Enterprise B2B Cloud Innovation 154

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 177

Enterprise Business Investment 177

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 118

Enterprise Engagement Customer Lifetime Value Onboarding 118

Totango

JANUARY 14, 2020

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.

Customer Success 76

Customer Success Enterprise B2B AI 76

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 143

Enterprise Automotive Innovation Entrepreneurship 143

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 193

Enterprise B2B SMB Sales 193

Andreessen Horowitz

DECEMBER 19, 2019

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

Enterprise 74

Enterprise Trends Technology Cloud 74

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 SMB Scaling Sales 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 196

Trends Enterprise Business Model Software 196

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 235

Scaling Enterprise SMB Leadership 235

OpenView Labs

MARCH 27, 2020

Building an effective (and committed) enterprise sales team for the long haul starts with the people you hire. Up until the coronavirus pandemic: enterprise sales was the #1 role that tech companies were hiring for and employee turnover in sales was averaging just 18 months.

Enterprise 56

Enterprise Leadership Interviewing Compensation 56

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 190

Enterprise Customer Success Finance Scaling 190

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 82

Enterprise B2B Marketing Product Marketing 82

Totango

JANUARY 23, 2020

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.

Churn 114

Churn Enterprise B2B Management 114

Andreessen Horowitz

DECEMBER 27, 2019

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.

Enterprise 46

Enterprise Trends Cloud AI 46

Andreessen Horowitz

DECEMBER 13, 2019

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.

Enterprise 46

Enterprise Trends Startup Software 46

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 169

Enterprise Revenue 169

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 72

Enterprise Engagement Customer Lifetime Value Onboarding 72

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

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 198

Enterprise Software Pricing Branding 198

Sales Hacker

JUNE 17, 2020

The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. I’ll walk you through my process to identify these difficult-to-teach skills, and how you can use that to find your perfect enterprise sales rep.

Enterprise 62

Enterprise Interviewing Onboarding Sales 62

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 217

Enterprise Transportation Startup Innovation 217

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 183

Enterprise Revenue Business 183

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 208

Enterprise Engineering Business Sales 208

SaaStr

DECEMBER 31, 2019

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 151

Enterprise B2B B2C Construction 151

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

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 57

Enterprise B2C Startup B2B 57

SaaStr

FEBRUARY 28, 2020

Q: When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics? The post When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics?

Enterprise 146

Enterprise Customer Success Data Startup 146

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 176

Enterprise Sales Churn Branding 176

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

Onboarding 83

Onboarding Enterprise Software Marketing 83

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 215

Interviewing Enterprise Customer Success Management 215

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