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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.
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
About SaaS Talks: SaaS Talks is a series of discussion sessions organized by Stellaris Venture Partners. SaaS Talks is not a conventional webinar but an inclusive discussion session among experts, founders and practitioners to share practical, actionable learnings. No global gyaan.