If you are a SaaS company already selling to individual customers and SMBs how different would it be if you had to sell to enterprises?
Will you be able to fit into the enterprise IT stack, deliver the same results that you have demonstrated for your smaller users with the same basic featureset?
Or is it a fool’s errand?
Let’s find out.
To understand how different small businesses are from enterprises think about a NASCAR and an F1 race.
F1 cars are made in labs by white coated mad scientists. NASCARs are knocked up in medieval foundries by men with mallets…NASCAR has hammers and spanners, an F1 driver can tune his car on the go…When an F1 driver brakes…his body is tormented by a force of 5g. Brake discs are made by firing carbon atoms at a cobweb of rayon…Over in NASCAR they make do with slabs of cast iron….if NASCAR is the Big Bang F1 is particle physics.
At its most fundamental level selling a SaaS product is the same whether to an individual or to an enterprise. You have to identify your ideal customer, demonstrate that you product has value, remove risk, and make it easy to use.
But when you get down to brass tacks the differences are akin to a NASCAR vs.F1 race.
Here’s what I see the difference is between them (H/t to Steli Efti for his insightful Quora answer) [Read more…] about So you want to onboard enterprise SaaS users without losing your sanity? Do this