Grosser: Startups moving upmarket must secure core enterprise workloads over pilots
Jeanne DeWitt Grosser · The Playbook for Going Upmarket with Stripe's CBO and Checkr's COO · Feb 12, 2025 · at 4:34
Stripe CBO Jeanne DeWitt Grosser speaks at SaaStr about evaluating valid enterprise demand signals and avoiding false positives from side projects.
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“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 business line, the innovation lab, and think you are in enterprise and you really aren't.”
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More from Jeanne DeWitt Grosser
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“When Stripe was selling into developers, believe it or not, when I showed up to run the sales team, we didn't have a single sales engineer or solution architect”
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“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.”
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