UserTesting CEO Darrell Benatar explains how UserTesting captured enterprise usage by offering secure prototype hosting when InVision's native hosting failed client security audits.
Insight
Six-Figure Enterprise Deals Often Close Without Showing Executives the Product
“It's not untypical for a salesperson selling a large six-figure deal to never show the product. To the executive they're selling to.”
Insight
Six-Figure SaaS Deals Require Experienced In-Person Field Selling
“The reality still stands that you kind of have to do a lot of in-person selling if you're going to be selling six-figure deals into large companies and you're hiring, ah, you know, a more experienced rep who has the sophistication to, ah, ask the right questio…”
Insight
Enterprise Customers Understand When Ambitious Long-Term Product Roadmaps Change
“Get to a kind of a level of trust where, ah, we could put out that, ah, roadmap and understand that, you know, some of the things that are further out aren't gonna happen. It's gonna change and, ah, believe that customers are gonna understand that. They're not…”
Insight
Meeting Enterprise Security Requirements Creates a Competitive Moat Against Startups
“The good news is, is that, ah, that's a requirement for selling into these companies, and it becomes a competitive differentiator After you've invested that time in it, so the other little startups are coming along, they, they're gonna have to go through that …”
Disclosure
UserTesting Only Pulls Planned Roadmap Features Forward for Major Accounts
“When we think about, you know, that issue of large startups wanting you to do special things that maybe weren't on your roadmap, whatever we've been pretty disciplined about that, and the policy is, if it's something that's pretty close to something that was, …”
Disclosure
UserTesting Keeps $49 Tier for Leads Despite Sales Price Anchoring
“We still have a 49 dollar pay-as-you-go offering, which creates price anchoring problems for the sales group, and we continue to look at how we can evolve that. So that, you know, there's, that's less of an issue, but it's always been a great source of leads f…”