Re:Ask HN: How do you sell SaaS software to enterprise busin...
by jqpabc123 on Sunday April 04, 2021 @01:53PM
(#26691458)
If you're a startup, the short answer is you usually don't.
The first thing to realize is that with enterprise customers, having a good product might be enough to get your foot in the door --- if you're lucky.
Then they'll start asking about your company, your organization, how many employees you have, do you provide them with health insurance, do you have a big fancy office, do you have any other large customers, how much market capitalization do you have, etc., etc..
3 guys with a good idea and a good product still have the deck stacked way against them.
Elephants are rare and it requires big bucks just to take a realistic shot at them. Smaller game is a much easier target --- there are a lot more of them and your chances of success are much better.
The first thing to realize is that with enterprise customers, having a good product might be enough to get your foot in the door --- if you're lucky.
Then they'll start asking about your company, your organization, how many employees you have, do you provide them with health insurance, do you have a big fancy office, do you have any other large customers, how much market capitalization do you have, etc., etc..
3 guys with a good idea and a good product still have the deck stacked way against them.
Elephants are rare and it requires big bucks just to take a realistic shot at them. Smaller game is a much easier target --- there are a lot more of them and your chances of success are much better.