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00:00 Introduction
05:18 Is the shift from SMB to enterprise necessary, and what drives the shift?
10:47 Deepak on challenges in product & engg
15:08 Satya’s view on product & engg changes
20:14 How to differentiate between SMB, mid-market and enterprise
23:16 Deciding who is the buyer
24:38 How to deal with customization requests from enterprises
32:31 When enterprise customers incur the R&D costs for customization
35:00 Prioritizing different capabilities when shifting to enterprise
42:54 How much money in the bank would you need to pivot to enterprise
48:14 Pricing strategies while shifting to enterprise
55:52 Changes required in GTM for an enterprise pivot
01:00:29 Closing comments
How does a SaaS startup become enterprise-ready?
Being enterprise-ready means making sure your product meets the tough security, compliance, reliability, and support demands of large companies (usually 1,000+ employees) with complex buying processes. To get there, you might need to think about how to:
- Navigate long sales cycles and delivery to keep up with enterprise needs
- Evolve your current product for large businesses
- Invest and allocate resources for enterprise deployment
Each stage of this journey demands a deeper level of product thinking - it’s not just about adding more features, but about building scalable, secure, and customizable solutions that truly meet the needs of enterprise customers.
In this edition of SaaS Talks, we dive into actionable insights on making the leap from SMB to enterprise. Featuring industry leaders Satya Devarakonda of Scalekit and Deepak Diwakar of Mindtickle, we unpack key product evolutions, strategic shifts, and the secrets to efficient scaling. 🚀
Hosted by Alok Goyal and Sayantan Sarkar.