Pandey: Selling Exclusively to Large Enterprises Makes Revenue Too Lumpy to IPO
Dheeraj Pandey · Building Product That Sells Itself Ft. Dheeraj Pandey, CEO-DevRev, Co-Founder-Nutanix · Jul 4, 2022 · at 23:37
DevRev CEO Dheeraj Pandey explains the revenue unpredictability of selling exclusively to large risk-averse enterprises instead of starting with fragmented, bottom-up markets.
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“But I think it's always Smart to actually start with something smaller, whether you start with startups and go to mid-market, or they start from mid-market, go to the enterprise, and before ending up the largest enterprise, because these Larger companies, they're also, by definition, they're paid not to take risks, and you also end up making a very lumpy business that is very hard to predict, which is why many of these lumpy businesses, they never go public, because water, it's so hard to predict your numbers, and you're the mercy of a very consolidated, unfragmented market.”
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