• Skip to primary navigation
  • Skip to main content

Pixels and Clicks

SaaS growth Marketing

  • Home
  • Blog
  • Services
  • About
  • My Work
  • Contact me

Growth hackiing

So you want to onboard enterprise SaaS users without losing your sanity? Do this

So you want to onboard enterprise SaaS users without losing your sanity? Do this

By Bhaskar Sarma 1 Comment

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.

According to Top Gear,

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

Filed Under: SaaS Tagged With: case studies, email marketing, Growth hackiing, Onboarding

Find us on Google+

Privacy Policy - Terms and Conditions