Well done, Melissa! Starting from the benefit, instead of the product qualities, is a huge change of selling what you do in order to make it "more interesting" to your prospects, no matter if they are single professionals or enterprises.
As I wrote in the past in a comment to one of your articles, I believe the red/purple/blue ocean just need different strategy and copy each, because the background context of these people is just different, and so should be the way you sell them your solution - starting from a problem that's painful to them.
I believe you're on the right way to make things work differently (better) for your company.
Great question. It's not a traditional "enterprise sales" deal where it comes with a dedicated CSM and customizations. This is a "high value deal" categorized as "enterprise" due to revenue amount, security questionnaire, and annual ACH (non-credit card) payment. So it's the same product, just lots of eWebinars :) Zero change in lifestyle. I still wouldn't do a deal that requires all the traditional enterprise stuff.
Ooh that's an intriguing framing. Enterprise deals are a significant part of my startup's business plan, and the distinction between "high value deal" and the "enterprise" nomenclature is useful. I'm thinking along the lines of, how much do we have to do and build custom versus a high value deal where they have more features turned on at an advantageous price.
Thanks for everything you share! Been reading and listening for a few months and really appreciate your distinct voice as a bootstrapped startup founder.
Congrats! It’s wonderful to read about the wins you are able to unlock!
I’m currently working on the narrative for your startup and think a lot about your observation that the only winning argument is revenue increase for the customer. That’s where I see eyes beginning to shine as well in our conversation.
Well done, Melissa! Starting from the benefit, instead of the product qualities, is a huge change of selling what you do in order to make it "more interesting" to your prospects, no matter if they are single professionals or enterprises.
As I wrote in the past in a comment to one of your articles, I believe the red/purple/blue ocean just need different strategy and copy each, because the background context of these people is just different, and so should be the way you sell them your solution - starting from a problem that's painful to them.
I believe you're on the right way to make things work differently (better) for your company.
Thanks, Ilias!
Love this Melissa!
Live has limits, revenue talks loudest. Keep crushing it. I’m learning lots from you.
Thank you!
Congrats! I remember on your podcast you talked about moving away from enterprise sales - what got you back into that room?
Great question. It's not a traditional "enterprise sales" deal where it comes with a dedicated CSM and customizations. This is a "high value deal" categorized as "enterprise" due to revenue amount, security questionnaire, and annual ACH (non-credit card) payment. So it's the same product, just lots of eWebinars :) Zero change in lifestyle. I still wouldn't do a deal that requires all the traditional enterprise stuff.
Ooh that's an intriguing framing. Enterprise deals are a significant part of my startup's business plan, and the distinction between "high value deal" and the "enterprise" nomenclature is useful. I'm thinking along the lines of, how much do we have to do and build custom versus a high value deal where they have more features turned on at an advantageous price.
Thanks for everything you share! Been reading and listening for a few months and really appreciate your distinct voice as a bootstrapped startup founder.
Congrats! It’s wonderful to read about the wins you are able to unlock!
I’m currently working on the narrative for your startup and think a lot about your observation that the only winning argument is revenue increase for the customer. That’s where I see eyes beginning to shine as well in our conversation.