enterprise sales
4 statements across 2 episodes · 3 bullish · 1 bearish · 2 people on the record · first statement Jan 4, 2024 by Oliver Jay · across every show →
Everything said about enterprise sales, oldest first
Jan 4, 2024 positive
Jay: PLG companies must start executive value sales concurrently with expansion sales
“Phase three starts the same time phase two starts, because it takes that much time to identify the problem, identify the path, and then start building the right team to execute that, that play. It takes a long, long time.”
Jan 4, 2024 negative
Jay: The 'PLG trap' happens when companies run out of organic accounts
“As you build the security stuff, it does unlock major expansion in, within your customer base, right? The companies where you have good organic usage, many of those companies will start paying you 25, 50, a 102 hundred K. And so you're taking in this data and …”
Jan 4, 2024 positive
Jay: PLG-to-enterprise deals require four internal buyer personas
“For PLG companies moving to enterprise, what we found was one, and kudos to my team for figuring this out, I didn't coin this, my team did. First, we call them Intel agents... The next level we call them or change agents... And so those are change agents, and …”