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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.

  • GR

    Gigi Rodgers

    11 months ago #

    That's ballsy.
    A self-service onboarding plan that the client ACTUALLY went through on their own?
    And it worked?

    You deserve a golf clap for that one AppDynamics.

  • TE

    Tina Eaton

    11 months ago #

    It seems like it made more sense not to go after the "big dogs" in an era when so much of the qualifying and sales process couldn't be automated with AI and user intelligence. In this day and age startups should be able to empower themselves to pitch enterprise-level leads without bringing on the biggest or most expensive sales teams.

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