The Startup Chat with Steli and Hiten
236: How Startups Should Go After Enterprise Customers
Aug 29, 2017
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In today’s episode, Steli and Hiten lay out the strategies for developing enterprise level clients. Before entering the enterprise space, remember that these clients require a huge commitment in terms of time, money, talent, and other resources. Product pricing and sales cycle duration are discussed at length in this episode. Find out why targeting enterprise level clients in the initial stages is generally a bad idea, and what your company needs to succeed in this uber-competitive marketplace.
 Time Stamped Show Notes:

 00:33 – Even companies backed by single founders are going upmarket instead of targeting small and medium sized businesses
 00:55 – What qualifies an enterprise sale?

 00:55 – Enterprise sales concepts apply if you are charging more than $10,000 per year for a product or service
 01:04 – An enterprise sales can quickly amount to millions of dollars per year

 01:24 – It takes a high amount of time, money, energy, and resources to close an enterprise deal…
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