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
with Jaimie Buss and Mahesh Iyer