Satish Thaluri: Enterprise buyers need budget certainty over variable pricing
Satish Thaluri · a16z Podcast | Product-Market SALES Fit (What Comes First?) · Feb 26, 2019 · at 38:23
Satish Thaluri, General Partner at Andreessen Horowitz, explains enterprise buyer behavior regarding budget planning.
0:00 / 0:24exact quote · 24.4s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“There's a difference between consumer purchase versus enterprise. Enterprises, they need a little bit more certainty. You're getting it from a budget, right? They're already pre-planned. That's one. And they want certainty in the sense that, oh is it, One alert or thousand alerts, and if it's too variable, then suddenly if it blows a budget, he cannot manage it. So that's why they want that certainty and visibility into that pricing.”
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 Satish Thaluri
Thaluri: User adoption must drive pre-product-market fit over business strategy
“Without that good UI, UX, and really be it the open source strategy or the closed source strategy, doesn't matter, but user adoption is what should be driving the pre-product market fit.”
Thaluri: AppDynamics created a cross-functional SWAT team to sell its fourth product line
“For the fourth one, we literally constituted what we call a SWOT team. It constituted the product management, couple of engineers, the best sales engineers, and one solution architect. We literally went and sold some of the top deals and created the sales enab…”