enterprise

“Folks that I know that are enterprise that they get to a few million revenue. They try to build a free trial later. It's too late. Their DNA is too gone. They, everything's manual. Everything's manual data entry, manual this, manual that, and you'll never have…”

“If you are selling to both enterprise and SMB, then I think just like anything else, nail the hell out of SMB first before you try to scale up into enterprise, because that is actually where the truism of, you know, like, oh, just follow the end user and don't…”

“So having this amount of data while maybe useful for Facebook and Google and maybe not useful for us In that context is definitely not useful in many cases for an enterprise because they don't have, if you're an enterprise, and I'm talking about enterprise, wh…”

“When we're selling to an SMB, it's very transactional. It's about demoing the tool and demonstrating utility. When you're selling upmarket, you are you have a selling process where you want to slow things down and go through a process of discovery.”

“Enterprise is, you know, the fastest growing part of our business in terms of revenue, not in terms of customers”

“Within the enterprise, unfortunately, the best product doesn't always win.”

“Most enterprises have over a thousand cloud apps deployed, right? Most departments have over a hundred”

“When you're in an infrastructure company, you always exist on the build path, right? In the enterprise IP buy versus build, right? If they don't go down the build path and want to build themselves with their own project, Like, you don't have a play. Like, if i…”

“So much of the money is going into bigger enterprises today in cloud that it's a good conservative bet to go to accelerate that six or nine months in your product roadmap. Go a little more enterprise now where there's less sensitivity, less volatility.”

“In enterprise, it's often around a hundred customers in a group. In mid-market, it's a thousand. And in SMB, you're lucky to get to 10,000 customers without hitting significant headwinds, ok? So my rough, way too rough rules are enterprise, mid-market, SMB. Be…”

“Most companies become product-led growth because they think it's gonna be cheap, and they think it's gonna be just self-service. But the reality is that most companies that do product-led growth are not self-service. Because in the end, they need to get to ent…”

“The enterprise has set up entire organizations and processes to evaluate stuff. They're always evaluating stuff. The average entrepreneur has zero processes to evaluate anything. They're literally just trying to keep it going every day.”

“In terms of the organization when I joined, we had then pivoted, I can talk about it later, to enterprise quite some time ago. Did not succeed.”

“All the growth in cloud budget and B to B budget is for AI. Some of it's sure for AI native platforms, some of it's for other things, but all this AI budget is basically in the enterprise. Okay. That's where you see the growth. It's all enterprise.”

“Enterprises like predictability. They also like a lot more modularity. They like more all-apart. And so we really had to do a lot to unbundle our pricing for enterprise, let them buy more sub-components, and in some cases, price fundamentally differently.”

“If you go into enterprise, you wanted to get the whale, not the fin. A fin was like our little derogatory term to me, like, you didn't really get a legit workload at that company. So I think a lot of times people will get a side project, an experimental busine…”

“In Stripe's case, actually, it turned out that we were doing a lot more deals, but they were smaller and higher velocity in enterprise in year one.”

“Checkr years ago did this wrong. So there were all the signals Jean was mentioning there. Our customers are pulling us up a lot of demand and interests, even like closing some early, you know, more innovative enterprise logos. And the team at the time, before …”

“People don't realize that the SMBs and mid-market of today are the enterprise of tomorrow. So they getting used to use another product, they're getting used to use another platform, and eventually they become the enterprise companies. And then those enterprise…”

“In general, you find roughly in SAS that SMB oriented businesses that sell to SMB have gross retention somewhere between mid seventies and mid eighties. Enterprise oriented businesses that are maybe departmental apps are anywhere from 85 to low nineties. Poor …”

“If you are there, every buyer, every, especially the enterprise, every CIO has AI budget today. We can talk about whether it's discretionary or budgeted or where it's coming from. Everyone has budget for AI. So more money's going out at the CIO's office at the…”

“From, I would say maybe from twenty-twenty to, twenty-twenty onwards, we made that asymmetric, so we allocated a lot more to that enterprise. Then we did PLG.”

“One really interesting thing that's happening is lots of more AI native companies and newer companies are actually spending more than like bigger enterprises who are maybe not super sure about putting things into production, but we want more of them.”

“And surprisingly in that same report, the fast, the fastest people to switch are enterprises. Usually enterprises aren't the ones that adopt it first, but that is what the data showed us is that enterprise were first movers here and they were doing it because …”

“I think we're now probably on a, like a bit of a, the start of a downturn in terms of people perception of agents. And I think later by like Q three and four, we're going to see another major capabilities jump and the tools will get a lot better. And I think w…”