Boehmig: Selling Repeatable $1M ARR Deals Beats Optimizing Enterprise PLG
Jason Boehmig · 5 Things That Are Working and 5 Things That Aren’t in B2B SaaS AI with Ironclad's CEO and a16z · Dec 11, 2024 · at 20:11
Ironclad CEO Jason Boehmig and a16z Partner Seema Amble discuss B2B SaaS go-to-market strategies and the limitations of self-serve product-led growth models in enterprise AI.
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“I think my big learning from this is not everything needs to be a PLG product. And if I could go give myself advice three years ago, it would be go figure out a way to sell more million ARR repeatable deals. And that's your path to efficiency, as opposed to try to tune the unit economics exactly correct on PLG. And I think this is playing out in AI products as well. The self-serve enterprise can be tough. Lean into the bigger deals.”
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