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enterprise motion

3 statements across 3 episodes · 0 bullish · 0 bearish · 3 people on the record · first statement Sep 14, 2022 by Eleanor Dorfman · across every show →

Everything said about enterprise motion, oldest first

Sep 14, 2022
Insight
Startups must choose between PLG and enterprise sales at $100M ARR
“I think that works from zero to a hundred million roughly. And I think once you hit around a hundred million, You need to start to pick a lane a little bit more because by that stage, your buyer has likely changed.”
Eleanor Dorfman Sep 14, 2022 ▶ 12:37 Eleanor Dorfman: How We Scaled Retool to $50M ARR; Red Flags for Sales Hires | 20VC #925 · 20VC with Harry Stebbings
May 2, 2025
Insight
Marable: Early-Stage Startups Must Choose Between Enterprise or PLG Motions
“I'm not a technologist, and this is my first time in a startup, but in my humble opinion, I would say you would need to focus on one or the other.”
Reggie Marable May 2, 2025 ▶ 22:25 20Sales: Sierra: Inside Silicon Valley's Fastest Growing Sales Machine & How to Prospect, Outbound and Close Enterprise Deals in AI
Aug 4, 2025
Insight
Scaling from $10M to $100M ARR is the hardest growth stage
“That 10 to a hundred million is pretty tough scale, because now you got a little bit of product market fit, but now you really have to get into like that enterprise motion, start getting referenceable customers, get them to speak about you.”
Ron Gabrisko Aug 4, 2025 ▶ 56:57 20Sales: $0-$3.7BN: The Databricks CRO's Playbook to Build the Fastest GTM Engine in SaaS History | How Databricks Beat Snowflake | How To Build a Sales Org of 5,000 and Close $190M Deals with Ron Gabrisko
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