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.

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.

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.

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.

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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.

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.

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

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

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.

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 […].

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.

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.

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.

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.

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. .

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.

Re-tooling How Organizations Make Decisions

Andreessen Horowitz

What are some ways to structure an enterprise SaaS deal when the customer is asking for exclusivity against their competitors?

SaaStr

The post What are some ways to structure an enterprise SaaS deal when the customer is asking for exclusivity against their competitors? Besides saying No, it’s worth considering a “Free Ice In Winter” approach. By that I mean, a short window of exclusivity for a top customer or partner is often OK in the real world — in the early days. If you don’t have have a similar prospect in the pipeline, giving a 3–6 month exclusivity window might not be the end of the world.

Paul Graham on Enterprise Software

The Angel VC

One thing that I'd like to quote from the original article is the paragraph on Enterprise Software: Enterprise software companies sell bad software for huge amounts of money. I suspect that if you study different parts of the enterprise software business (not just what the software does, but more importantly, how it's sold) you'll find parts that could be picked off by startups. enterprise software ideas startups web 2.0

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.

The Top Three Ways to Improve Customer Engagement and Loyalty for Enterprises

Totango

Customer loyalty is priceless. If you retain customers , they’ll spend far more than the price of their initial purchase over a lifetime. Plus, current customers are more likely to make major purchases or upsells. But the only way to cultivate this prized group is to form meaningful connections which increase customer engagement and loyalty. Always keep the customer experience in mind. Try to understand how your brand’s actions and communications make a customer feel.

Top 4 enterprise tech trends to watch in 2019

IT World

That was the sentiment among tech professionals who took part in a recent @IDGTechTalk Twitter chat about enterprise tech trends for 2019. In fact, a recent @IDGTechTalk poll found privacy and security to be the top enterprise tech issue for 2019 (45 percent), followed by artificial intelligence (30 percent), cloud computing (16 percent), and blockchain (9 percent).

PODCAST 53: Transitioning to Move Upmarket from SMB to Enterprise w/ David Katz

Sales Hacker

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. RELATED: Moving From Mid-Market to Enterprise.

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Enterprise SaaS Pricing Advice We Wish We had Known

Upscope

We found SaaS enterprise pricing to be quite confusing at first but having been through the process enough now, here's our advice for our younger selves. We cover 3 main enterprise deals and how each turned out.

Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal

Sales Hacker

Ryan Guptill, Enterprise Sales Manager at SurveyMonkey, and Peter Chun, Vice President of Sales at Lucidchart, will discuss the importance of these two vital, but often underdeveloped, skills and share how mastering them will help you—and your reps—continue to hit your increasing quotas.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises.

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.

4 Ways Enterprise Software is Failing Businesses

Entrepreneur - SaaS

The absence of progress with current enterprise software is having a negative impact on businesses, according to a new survey. Technology

PODCAST 17: The True Secrets to Successful Enterprise Sales

Sales Hacker

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. The only plan that really matters when you’re selling to a enterprise is power’s plan.

VMware preps milestone NSX release for enterprise-cloud push

IT World

Looking to ease deployments of software-defined networks while reinforcing automation and security for hybrid and multicloud customers, VMware has taken the wraps off of a major release of its NSX-T Data Center software. While the NSX-T 2.4 announcement includes over 100 upgrades, VMware said the release anoints NSX-T as the company’s go-to platform for future software-defined cloud developments.

Subscribed Podcast: Sandeep Jain on the $10B opportunity in enterprise IT

Zuora

On the latest Subscribed Podcast, we talk to Sandeep about the ongoing transition to “as-a-service” business models, customer support, and “the next $10 billion opportunity in enterprise IT.”. The post Subscribed Podcast: Sandeep Jain on the $10B opportunity in enterprise IT appeared first on Zuora.

The 5 Best Strategies to Win Back Lost Customers for Your Enterprise

Totango

Think of them as your customers—even when they’re heading out the door. That’s the ideal approach when a customer lapses. Churn is built into every business model, but just because churn is expected doesn’t mean it has to be accepted. Today’s customer-centered economy means every customer should feel your product is built around their needs. After investing time and effort into helping your customer through the onboarding and adoption phase, it can be discouraging to see them leave.

Customer Success for the Enterprise Luncheon Creates an Interactive CS Experience in The Bay Area

Totango

The Customer Success for the Enterprise, luncheon held on Nov. 6th, in Palo Alto was an invitation-only event hosted by Totango, the leader in Customer Success (CS) software for the enterprise.

A New Partnership with Oracle: Enabling Enterprises to Compete and Win in Today’s Customer Centered Economy

Totango

In today’s Customer Centered Economy, data integration and visualizations are table stakes — operationalizing a universal, company-wide approach to customer centricity is what delivers a competitive advantage to enterprises. With rapidly accelerating customer expectations, it’s impossible for enterprises to make highly personalized customer-related decisions or provide hyper-customized customer experiences at scale without a way to connect the dots of customer data.

SaaS Leaders Share Their Advice On Moving Upmarket To Win Enterprise Customers

Chargify

The post SaaS Leaders Share Their Advice On Moving Upmarket To Win Enterprise Customers appeared first on Chargify Blog.

SnapLogic's AI simplifies enterprise software connections

Network World

SnapLogic wants to make it easier for users of its enterprise software integration platform to connect components of their business systems. The idea behind the new feature, announced this week, is to make it easier to connect and move data between enterprise software systems. The company has unveiled a new feature that uses machine learning to suggest what users may want to do.

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SnapLogic's AI simplifies enterprise software connections

Network World

SnapLogic wants to make it easier for users of its enterprise software integration platform to connect components of their business systems. The idea behind the new feature, announced this week, is to make it easier to connect and move data between enterprise software systems. The company has unveiled a new feature that uses machine learning to suggest what users may want to do.

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a16z Podcast: What Time Is It? From Technical to Product to Sales CEO

Andreessen Horowitz

Since the startup (and founder) journey doesn’t go neatly linear from technical to product to sales, tightening one knob (whether engineering or marketing or pricing & packaging) creates slack in one of the other knobs, which demands turning to yet … design enterprise & SaaS networking bottom-up SaaS consumer-ization of the enterprise founder/maker stories pricing product-market fit

Tetrate emerges from stealth to bring service mesh to the enterprise

IT World

The architects of open source service mesh technology Istio and Envoy have broken off to set up an enterprise-grade solution aimed at large-scale customers. Tetrate has been in stealth mode for the past year while they looked to solve some of the biggest issues enterprises may have in adopting service mesh technology.

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How to Beat the Average Churn Rate for Subscription Service Enterprises

Totango

Most subscription-based enterprises look at “churn rates,” or the percentage of customers who cancel their subscription every year. Luckily, there are two other KPIs we can turn to as well to get a more complete picture of the health of your enterprise. Gathering intel straight from your customers about how they are using—or struggling with—your product can go a long way toward helping your enterprise beat the average churn rate for subscription services.

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The consumer forces shaping enterprise innovation

Tom Tunguz

Most of the innovation flowed from the enterprise into the home. The big trends in enterprise trace the opposite movement both at the software layer and the device layer: consumerization of IT means using consumer channels to acquire customers and bring your own device (BYOD) means 66% of employees bring their own devices to work. This trend makes a great investment thesis: find all the advances in consumer technologies and bring them into the enterprise.

SMB or Enterprise - Which is the Better Go To Market in SaaS?

Tom Tunguz

SMB to mid-market to enterprise or straight to enterprise?” Simpler products satisfy SMBs, so startups can begin to charge smaller customers much sooner than enterprise customers in a product development lifecycle. In exchange for these benefits, SMB startups cede the enterprise market early on. And, as they pursue more sophisticated customers, these businesses must learn a new sales/marketing motion, and develop enterprise grade software in parallel.

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