SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos.

I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition.

This guide will give you three important things to think about before committing your company to the Enterprise ready setting. We even included some examples for you.

One of the most important parts about selling to enterprise is understanding how to go-to market.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Get Aligned Before Selling to Enterprise

The Board is the one who usually decides to move upmarket. Some members of the board might have seen it happen before, but others may not know what will be involved in this process.

It’s important to hire sales reps who are capable of selling at an enterprise level. This usually takes about five months or more, and it can take a whole year before the new team is ready.

It takes buy-in for all roles that are necessary. This means understanding the investment and time it will take to make this decision.

The Board will want to know about three things before they can invest in a project: readiness elements, how it’ll be executed and what the risks are.

1) Product Market Fit Assumptions – Is the problem you solve relevant When Selleting to Enterprise market?

Different sized companies have different problems.

There are many analytics companies, but this one is focused on a specific market.

Companies with less than 500 employees can’t afford data scientists to help steer the company, so technology is their only resource.

But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes.

Gusto is a payroll and benefits solution that helps companies with HR needs. It’s not for large enterprises, but it can be useful to smaller ones.

When you’re going to a higher-end customer, don’t just assume that your current product will be enough. You need to start the process over again and find out if they have the problems that your company solves.

2) Product Readiness – Do you have the essential Enterprise features?

Once you find a problem that your product can solve, the next step is to determine if it’s ready for prime time.

Let’s talk about the example of analytics from before.

Even if selling to Enterprise needs a reporting tool, there are other reasons this product might not be a fit. They need an analytics solution that can integrate with different data sources and is flexible.

The SMB market is often a great place for SaaS products because they are somewhat rigid and work well with thousands of look-a-like small businesses. In the Enterprise, however, proprietary workflows and organizational design can help maintain competitive advantages.

Oracle used these words to describe their own software-based reengineering, which meant they were too hard to change the programme so it fit with other companies’

Enterprise products are more flexible and customizable, but SMB products just don’t cut it.

Flexible architecture, the ability to handle large volumes of data and a team that can work remotely are all features you need for your product organization.

  • More and more companies are focused on diversity, especially during the hiring process.
  • Integrations are important because they integrate your CRM with the Configure, Price Quote tool.
  • Effective SLAs are the key to any successful business. For people, it’s important that they can actually meet their goals and deadlines.
  • Reporting and analytics are an important part of any company, especially for customer service. Custom reports can be made to filter data in many different ways.
  • Role-based controls for specific permission levels. For example, Account Executives can only edit their own profiles and not those of other users.
  • With sandbox, you can do change management control and QA testing in a non-production environment. You also have the ability to review all system changesentries made by any user.

Your product needs to be able to meet the customer’s future configuration requirements.

3) Market Readiness – Do you have a go-to-market plan when Selling to Enterprise?

Pricing/Packaging

When you’re marketing a product, it’s important to consider how different customers want to buy and pay for your products. For example: SMB customers might need monthly payment terms or “pay per transaction” costs; Enterprise clients may prefer long-term contracts with less administrative overhead.

We ask our customers what is valuable to them and why, then we try to find a deal that suits their needs.

I’m good at negotiating deals for clients with plenty of cash available. This is because they want to know what their costs will be, and I can reduce administrative overhead.

You would never ask a small business for two years of cash upfront, but I still see it happen.

Product marketing and sales need to work together when it comes to pricing. Finance and Operations may not be happy with the results.

Post-Sale Delivery and Selling to Enterprise Service

Here’s a scenario: your average customer has 50 users. On the last day of the quarter, one team lands and account for 1,000 new customers. The entire company celebrates with an inebriated celebration.

As the fog clears and I start to get my caffeine fix, I wonder how we will deploy this browser plug-in for our customers. We have to train new users on it too.

Your sales team is terrified because the Head of Professional Services decided to take an extended holiday in Tulum, Mexico.

This is why it’s important to get executive alignment before you make any big investments. It will help ensure that the right people and processes are in place for your first few major deals, which may require hiring more employees than necessary beforehand.

There are many jobs worth considering, like:

  • A SolutionsSales Engineer is someone who helps pre-sell products to customers and then hands them off when they are ready for the account manager.
  • Managing accounts after the sale is made.
  • Post-Sales Customer Success
  • Technical account management

Here are some things to consider before you start recruiting:

  • What can we do to make this happen?
  • How do we manage hundreds of new employees?
  • What is the account management process we should use?
  • We need to know what skills a technical account manager needs in order for them to be successful.

It’s important to analyze candidates before you make a hiring decision and before selling to eneterprise. This way, if they’re not the right fit for your organization, you can at least know why.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.