Sales Approaches | SMB to Mid-market to Enterprise

About this Video

• Video Title: Sales Approaches | SMB to Mid-market to Enterprise
• Channel: SaaSBoomi
• Speakers: One speaker (name not provided in transcript)
• Duration: 00:02:25

Introduction

This video discusses the evolution of a company's sales approach as it transitioned from selling to small and medium-sized businesses (SMBs) to mid-market and enterprise clients. The speaker details the changes in sales team structure, geographic focus, and sales strategies employed at each stage of growth.

Key Takeaways

• Initial Sales Team: Started with a small team primarily based in India, focusing on SMBs.
• US Market Expansion: Quickly expanded into the US market within the first few months.
• Enterprise Sales Strategy: Enterprise sales involved initially focusing on one or two applications due to the complexity of large-scale software adoption. This "land and expand" model prioritized building relationships with C-level executives and demonstrating ROI.
• Evolving GTM Strategy: The company shifted to a hybrid model combining a large inside sales team in India with regional account teams focused on expansion within existing enterprise accounts.
• Post-Sales Support: A dedicated consulting arm was created to support onboarding and demonstrate value to new enterprise clients.