Enterprise SaaS customers require systems integrator partners for implementation
Girish Mathrubootham · Girish Mathrubootham: Biggest Product and Pricing Lessons from Scaling to $597M in ARR | E1142 · 20VC with Harry Stebbings · Apr 19, 2024 · at 23:57
Girish Mathrubootham is the founder and CEO of Freshworks. He is contrasting product requirements when building for inbound SMB self-serve users versus mid-market/enterprise software customers.
0:00 / 0:07exact quote · 7.7s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“When you're building for the enterprise customer, they are not going to do it themselves. You need an SI partner who will be trained to use it.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Girish Mathrubootham
Mathrubootham: No enterprise software company has successfully transitioned down to SMB
“Oh, start high and go down never, never works. In the history of software, you can tell me which company has succeeded in starting at enterprise and actually winning in SMB. It's not happened. But if you look at many companies, including Salesforce and Freshwo…”
Mathrubootham: Building company culture without in-office presence remains unsolved
“I did not know. I still don't know how to build culture when nobody's coming into the office.”
Users will replace Google search with ChatGPT for software product discovery
“तो यही भविश्य है लोग खोज के लिए Google पर नहीं जा रहे हैं बलकि चैट GPT पर जा रहे हैं इसलिए हमें वह करने की जरूरत है”
Freshworks maintains transparent public pricing for mid-market and enterprise customers
“अब हम यह साफ रखते हैं कि हमारी कीमते खुली होगी, यह सब कुछ website पर ही available होगा”
No Indian venture capital fund focused specifically on B2B before Together Fund
“उस समय एक भी VC फंड नहीं था, जो B to B पर focused था”
Indian SaaS startups win by expanding globally before targeting domestic market
“If we win globally and then go to India, like the chances of success are actually even better. Like if you see most of the even Indian startups who are doing well, like I would say BrowserStack, Chargebee some of the newer age companies they're all global comp…”