“Think business with Penny Schiffer”
In the first part of “Think business with Penny Schiffer”, we dived deeper into SME sales. Now we want to take a further look into enterprise sales, which, by comparison, is a very challenging and lengthy process. On the other hand, contracts with corporates are bigger on average – so you need less customers to achieve the same revenue.
Penny Schiffer, 13. Februar 2018
A high number of start-ups prefer to focus on SME sales because success can be achieved in less time with the same effort. It's really important to get to know the rules of the game when entering enterprise sales. In my experience in dealing with founders, I have noticed that relatively few people understand what is involved in selling a service/software to a corporate. Sure, if you can solve a problem for a big corporate you´ll be able to charge much more for a licence because you can address many more users in one go. Corporates have bigger pockets and can give you much more visibility as a reference customer, helping you to find your way into smaller companies.
As an illustration, I will take the example of a chatbot development start-up making customer service centers more efficient.
There are some assumptions to make when building a model for selling to enterprises:
While corporates are very attractive customers to have, try to enter this field with people on board who know how to sell here and prepare for much longer sales cycles.