SaaS Talks #38: Navigating the SaaS-mic Shift: SMB to Enterprise

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00:00 Introduction

‍05:18 Is the shift from SMB to enterprise necessary, and what drives the shift?

‍10:47 Deepak on challenges in product & engg

‍15:08 Satya’s view on product & engg changes

‍20:14 How to differentiate between SMB, mid-market and enterprise

‍23:16 Deciding who is the buyer

‍24:38 How to deal with customization requests from enterprises

‍32:31 When enterprise customers incur the R&D costs for customization

‍35:00 Prioritizing different capabilities when shifting to enterprise

‍42:54 How much money in the bank would you need to pivot to enterprise

‍48:14 Pricing strategies while shifting to enterprise

‍55:52 Changes required in GTM for an enterprise pivot

‍01:00:29 Closing comments