Selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck — or going down the wrong path — can mean death to startups in a competitive market. A strong go-to-market process and structure can help avoid that. Depending on how you’re going after your market/ acquiring users, you may need to build a sales organization that’s optimized for a top-down or bottom-up sales process (or perhaps both).
The video introduction and preview slide deck below share some concrete tips and (just some of) our tools for accelerating time to market — from the go-to-market experts at a16z, led by ‘sales savant’ Mark Cranney. Watch this space for more detailed updates.
watch time: 17 minutes
[protected-iframe id=”6b82431c0f29aaa1a00597c6f50bc68c-14215595-63396456″ info=”//www.slideshare.net/slideshow/embed_code/key/dgebPzfsnzeSXS” width=”100%” height=”485″ frameborder=”0″ scrolling=”no” allowfullscreen=””]
with Jaimie Buss and Mahesh Iyer