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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. A little bit more about our journey to the enterprise. And so let’s dive in.

Scale 187
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The 4 Enterprise Sales Misconceptions for Startup Founders

OpenView Labs

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Source: SalesHacker.com.

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The Top 10 SaaStr Videos of the Week: ThoughtSpot, Chime, Plaid, Marqeta, Square and More!!

SaaStr

Bottoms Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO. A classic session from SaaStr Enterprise 2021 on when top-down selling works vs. bottoms up. A great look back at how Chime built its brand, where it struggled, the market segment it wanted to win, and how it scaled. #7. I loved it.

Scale 278
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Gartner: IT spending will drop 8% as COVID-19 hits enterprise wallets

IT World

Gartner’s new forecast says all market segments from enterprise software to communications service will experience a decline in 2020, with devices and data-center systems experiencing the largest drops in spending. In January Gartner had forecast Worldwide IT spending to total $3.9 trillion in 2020, an increase of 3.4%

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Successes and Setbacks on the Road to $1B with Alessio Artuffo, President and COO at Docebo

SaaStr

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. The LMS market segment is big, and Docebo thinks about it in two folds. Alessio Artuffo, President and COO of Docebo , shares lessons learned, misconceptions, and what he would have done if he could do it all over again.

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Totango named 3x TrustRadius “Best of” award winner in customer success

Totango

Totango’s customer success software drives cross-functional enterprise teams toward enhanced productivity, retention, and growth. out of 10 and more than 397 reviews on the site, Totango earned its spot as the best of the customer success software category thanks to testaments from our customers across industries and market segments. “

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Bootstrapping in SaaS? It Works. But Add ~4 Years to the IPO Timeline.

SaaStr

Second, usually, bootstrapped SaaS companies start at the bottom of the market (SMBs and silos-in-the-enterprise). But the sales cycles are longer, and generally, you need more experienced sales and marketing talent to acquire and close these deals. Third, it’s important to be in a segment where competition can’t kill you.