Recently, Salesforce Accelerate hosted a panel discussion on how to build credibility with large enterprise clients as an early-stage company. Featuring Ray Hein, CEO of Propel, Max Rudman, CEO of Prodly, and Wendy Gonzalez, COO at Samasource, the panelists spent time sharing their firsthand experiences, successes, and lessons learned.
The number one piece of advice the panelists shared was that before making the jump selling to enterprise, it is necessary to build a great product and build your brand. For Ray Hein, “the number one trigger for us in breaking into the enterprise was to focus on small ‘reference-able’ customers in the SMB space and getting our name and brand out there, and then all of sudden we started getting noticed and RFPs from large global companies started coming in.”
In our panelists’ experience, enterprise clients can be less flexible than SMBs or mid-market clients. If they are willing to buy your
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