Most startups tend to avoid enterprise sales -- and it makes sense. When you're trying to scale up and optimize growth, a multi-month to multi-year sales cycle is not ideal.
But it doesn't mean it's impossible, and the payoffs of landing an enterprise client are immense; increased MRR, high-value social proof, and increased engagement with your target community to start.
This article looks at AppDynamics and how they reached $300 million ARR by focusing on enterprise sales, and outlines a step-by-step framework that startups can use to go after their own big dogs.
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