Cranney: Deal sizes must be large enough to fund direct enterprise sales
Mark Craney · a16z Podcast | Pricing, Pricing, Pricing · Jan 2, 2019 · at 32:14
Mark Cranny, former VP of sales and head of Andreessen Horowitz's enterprise practice, explains how product complexity dictates enterprise sales costs and pricing requirements.
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“If it's something that requires you to come in high and move left and right and be agile in the organization as well as up and down, and because of the complexity is, that typically means there's also going to be a big outlay, either cap, capital and or Operating. And that's probably going to require, you know, an outside direct sales force, the pricing better in the size of the deals are going to have to map up to support that, to go fund that. So you can't have a mismatch.”
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