Andreessen Horowitz

MARCH 17, 2022

The post The Key to Enterprise Sales Is Understanding Enterprises appeared first on Future. By his estimation, it was the best thing he could have done to set him.

Enterprise 114

Enterprise Entrepreneurship Sales Management 114

SaaStr

FEBRUARY 10, 2023

Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? Well before they even talk to a sales rep. Going in low alone is unlikely to win a deal in the enterprise. The post Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? appeared first on SaaStr.

Enterprise 241

Enterprise Software Pricing Branding 241

SaaStr

SEPTEMBER 30, 2022

Dear SaaStr: How Do Startups Really Sell to Big Enterprises Before They’re Proven? Large enterprises use lots of tools, widgets, and software in their businesses, but they tend to use the obvious, trusted solutions. And often a sale. Spam rarely works in the enterprise. You solve their problems. Is this hard?

Enterprise 238

Enterprise Startup Scale Innovation 238

SaaStr

NOVEMBER 9, 2019

If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of their own deals. Long sales cycles make it hard to tell if a rep is going to do well, or is just talking a good game. Mid-market sales are … in between.

Sales Hiring 155

Sales Hiring Enterprise Sales SMB 155

Intercom, Inc.

OCTOBER 8, 2020

And the challenge is a lot harder in an enterprise context, where the buyer and the user aren’t necessarily one and the same person. Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. Let the product be your sales guide.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

Predictable Revenue

DECEMBER 10, 2020

The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue. Over 25 years he has come up with some indisputable tactics on what exactly you need to do to get a meeting with any decision-maker at a large account.

Enterprise 264

Enterprise Government Sales Revenue 264

Subscription Flow

FEBRUARY 27, 2024

However, handling multiple subscription plans and the dealing with the complexities of B2B enterprise SaaS billing, variable customer lifecycles, and subscription management can be extremely difficult. Clear Subscription Strategies: It is critical to have a subscription plan structure that is precisely defined.

SaaS Payments 95

SaaS Payments Payment Services Payments Payment Solutions 95

Tom Tunguz

MARCH 27, 2023

Sales cycles shifted dramatically in 2023. Slower sales cycles create pipeline shocks & startups are feeling the impacts. The average startup saw a 24% increase in sales cycle from early 2022 to 2023. 60 day sales cycles are now 75 days. But the latency isn’t evenly distributed.

Startup 348

Startup SMB Headcount Sales 348

SaaStr

FEBRUARY 3, 2021

When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. Here are the 7 common enterprise marketing mistakes she sees and how to avoid them. . #1 2 Not Just a Top-Down Sale. In the enterprise space, it’s not always about the lead target.

Enterprise 160

Enterprise Marketing Scale Benchmarks 160

SaaStr

JUNE 17, 2019

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. Marketing (demand gen) and/or Sales (outbound) generates leads. Marketing (demand gen) and/or Sales (outbound) generates leads. They’re already interested before they talk to sales. So your prospects and customers are veterans.

Enterprise 167

Enterprise B2B Sales SMB 167

SaaStr

JANUARY 3, 2022

Certainly “Contact Me” in pricing adds a human element, an additional step, and in many cases, friction to a sales process. And here’s what I learned: Basically Every B2B Product Uses “Contact Me” Pricing for their Enterprise Edition. But how common is Contact Me in 2022? It’s a mix.

Pricing 228

Pricing Enterprise Cloud B2B 228

User Pilot

OCTOBER 27, 2023

PLG for enterprise? Unlike sales-led businesses, a product-led growth company relies on product virality to drive customer acquisition and frictionless experiences that enable users to realize the product value. As enterprise products tend to be complex, their value may be difficult to experience through free trials or freemium.

Enterprise 103

Enterprise Business Scale Customer Lifetime Value 103

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Corners were cut in the boom times of 2021, but we are back to sane sales models. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. Everyone should have a read.

Scale 258

Scale Compensation Sales SMB 258

SaaStr

JULY 6, 2022

Founding a SaaS company is already a significant challenge for any entrepreneur, but targeting the enterprise space can be an entirely different beast. You need to have product skills to build a product, you need to have marketing skills to get people to sign up for your product, you need a sales team…those skills you don’t learn at school.

Enterprise 203

Enterprise Sales Hiring Social Media Communication 203

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 302

Scale Venture Capital Sales Hiring Sales 302

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? Now they have sales reps, but still consider themselves PLG. Directly through sales teams. Here’s why.

Sales Hiring 210

Sales Hiring Enterprise Headcount Scale 210

SaaStr

MAY 1, 2021

How does a SaaS company reach enterprise buyers? Enterprise decision-makers have unique problems they need to solve, but they don’t always have time to experiment with a platform or sit through dozens of software demos to find the right solution. A Different Way to Approach Enterprise Leads .

Enterprise 228

Enterprise Scale B2C SaaS 228

SaaStr

NOVEMBER 15, 2020

But to Go Big, almost everyone in SaaS at least eventually adds a sales team. But to scale it quickly added a very effective sales team : Yes, Atlassian for a long time had almost no “direct” sales team, well after the IPO. Now, as it’s gone more and more enterprise, it’s staffed up with a deep and strong one.

Scale 336

Scale Sales Hiring Sales Headcount 336

Totango

SEPTEMBER 22, 2023

We believe these collaborations are cornerstones for enterprises to deliver seamless experiences for their customers and to create the interconnectedness with cross-functional partners and systems needed to drive long-term revenue growth. And, that growth comes from consistently and quickly delivering customer value.

Enterprise 113

Enterprise Revenue Scale Innovation 113

Kellblog

JANUARY 14, 2021

In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined a repeatable sales process as meaning you have six things: Standard hiring profile. Standard sales methodology. Standard onboarding program.

Sales Hiring 98

Sales Hiring Enterprise Sales Software Review 98

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Scale 95

Scale Enterprise Marketing Sales 95

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? For a higher-velocity, in-bound driven SaaS product, most sales reps will have trouble processing more than 50 or so truly qualified leads a month. Before $10m ARR or so, more qualified leads = more sales.

Scale 259

Scale Sales Hiring Scaling Sales 259

CloseSaaS

SEPTEMBER 20, 2022

Enterprise sales is the sales process you use to sell to large companies. Learn strategy tips for enterprise sales and how to get started.

Enterprise 52

Enterprise Strategy Sales 52

Andreessen Horowitz

JULY 29, 2020

Another shock to the system is emerging today, … The post Growth+Sales: The New Era of Enterprise Go-to-Market appeared first on Andreessen Horowitz.

Enterprise 136

Enterprise Marketing Sales AI 136

SaaStr

FEBRUARY 7, 2023

Nabbing enterprise clients could mean fewer deals to reach revenue goals. Just one enterprise client could lead to more thanks to the power of word-of-mouth and familiarity — “If this enterprise company likes their solution, then I’ll probably like it too.” Before you rush in for the sale, you need to assess everything.

Enterprise 139

Enterprise Technical Review Sales Recruiting Scale 139

Andreessen Horowitz

JULY 12, 2022

Sales enablement —the strategic use of people, processes, and technology to improve sales productivity and increase revenue — is the (usually) missing key for sales organizations that want to evolve beyond a handful of overachievers and into a well-oiled, agile, and high-performing commercial machine.

Sales Enablement 83

Sales Enablement Engineering Enterprise Sales 83

SaaStr

AUGUST 17, 2023

We’re getting one of the most popular guests, Jameson Yung, SVP Sales at Gong together with Sam Blond to do it LIVE with tons of time for Q+A and deep dives at SaaStr Annual 2023 in SF Bay Area Sep 6-8 !! The post CRO Confidential LIVE with Sam Blond and Gong’s SVP Sales at SaaStr Annual 2023!! appeared first on SaaStr.

Sales 199

Sales Enterprise Revenue Development 199

Andreessen Horowitz

SEPTEMBER 25, 2023

Ali Ghodsi, CEO and cofounder of Databricks, and Ben Horowitz, cofounder of a16z, explain the data wars happening inside and outside enterprises and how they could impact the evolution of LLMs. [00:38] 00:38] Why is it so hard for enterprise to adopt AI? [03:08] But we haven’t seen anybody with any traction in enterprise.

AI 96

AI Enterprise Artificial Intelligence Generative AI 96

SaaStr

MARCH 15, 2019

They are too much work to just dump on a product person, success person, sales leader, etc. 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.

Sales Hiring 170

Sales Hiring Enterprise CTO Hire CTO 170

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. So many sales leaders get frustrated with Free editions, very low-cost editions … and the Long Tail in general. The Long Tail : Distracts sales , with leads that never closes. Super power, over many years.

Scale 283

Scale Sales Engineering Acquisition 283

SaaStr

SEPTEMBER 17, 2021

The conversation was great, and we went especially deep on how to run a business that has both a large self-serve component, and a free edition … and a fast-growing enterprise business as well. If You Want to Do Free, Self-Serve, and Enterprise Well — You Have to Leave Some Money on the Table. My Top 10 Learnings: #1.

Enterprise 223

Enterprise Scale Sales Hiring Headcount 223

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. Design is next, followed by Sales and Finance. HR and Sales dominated, with IT a close third. We think of enterprise companies in three layers. I should re-run that analysis.

Enterprise 200

Enterprise Payments Payment Solutions SMB 200

SaaStr

JUNE 13, 2021

Phase IV: Phased roll-out across the enterprise. As you can see, an enterprise deployment can easily take 24–30 months, especially if urgency is there but not super high. The post Why Enterprise Deployments Take So Long appeared first on SaaStr. Plan business process change. Phase III: Initial pilot roll-out internally.

Enterprise 149

Enterprise SMB Scale Startup 149

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. based sales reps often aren’t really willing to work, or excel, at sub-$100k OTEs anymore. for non-enterprise sales.

SMB 259

SMB Scale Sales Hiring Sales 259

Neil Patel

JANUARY 1, 2023

In a rapidly growing and increasingly competitive digital landscape, it’s more important than ever for large businesses to have a comprehensive and effective enterprise SEO strategy. Therefore, you must tailor your enterprise SEO solutions to your organization’s specific business goals and challenges. million keywords.

Enterprise 93

Enterprise Strategy Technical Review Scale 93

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Improving Employee Performance in the Enterprise: What the Data Really Shows with Ally.io. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. 3 CCO Lessons in Scaling Enterprise CX with Hubspot. Pete Schlampp.

Scale 157

Scale Enterprise SMB SaaS 157

SaaStr

AUGUST 10, 2023

Dear SaaStr: How Can You Grow a SaaS Startup Without Spending a Ton on Sales and Marketing? A few examples: Mailchimp was bootstrapped to $1,000,000,000 in ARR Qualtrics was bootstrapped to a $6B acquisition Atlassian was bootstrapped all the way to … today $30B+ Veeva is very enterprise but only spent ~$3m in true venture capital.

Scale 211

Scale Venture Capital Startup Marketing 211