SaaS Talks #34: Building enterprise-centric GTM motions

Building a global enterprise GTM strategy is complex. Unlike SMB-focused approaches that can be managed remotely, enterprise GTM often requires local presence due to large deal sizes, high talent costs, and extended sales cycles, leading to significant cash burn and longer iteration periods.

In this edition of SaaS Talks, Whatfix CRO Vispi shares actionable insights on enterprise SaaS GTM strategies.

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00:00 Introduction

‍01:37 Finding a unit metric to define ‘selling to enterprises’

‍03:28 Vispi’s initial understanding of an enterprise customer & how it has evolved

‍05:12 How enterprises decide on software buying v/s how SMBs decide

‍08:18 How to get enterprise customers to take you seriously

‍11:12 Selling a product to enterprise customers v/s building the product with them ‍

14:47 The sales cycle for enterprise customers & different segments within this

‍16:48 On starting with SMB customers before selling to enterprise customers

‍19:55 On sales being founder-driven and founder-led

‍20:29 How to select your early customers: Vispi’s bowling pin framework

‍23:17 Alok on prioritising repeatability over exclusivity

‍24:55 Arpit on mitigating the risks associated with exclusivity

‍25:31 Strategies to grow your account

‍27:53 Alok’s advice to founders on navigating the initial days of enterprise GTM

‍29:18 Thoughts on region-wise enterprise sales ‍

30:41 Prioritising character traits over experience while hiring sales teams

‍32:31 On the skill-will balance in sales teams

‍33:40 Should you hire sales talent in the US from the get go, or start remotely and scale?

‍35:15 The importance of visiting your customers

‍37:37 The impact of raising your prices + deciding flexibility in pricing

‍41:50 Alok’s thoughts on risk mitigation in enterprise sales

‍43:33 On figuring out your customer and fine-tuning pricing

‍44:39 How to go about partnerships and incentivize partners

‍48:30 What are some strategies to set your partners up for success?

‍51:20 Do you start by selling to US companies, or first build your base in India?

‍53:31 Closing remarks

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