Understanding Enterprise Product Companies

Mironov Consulting

What’s Enterprise? Another fuzzy line divides SMB (small/medium businesses) from enterprises. Enterprise generally starts around $20k/year, and really gets going at $50k/year. B2C, SMB and Enterprise companies not only behave differently, they are structured differently.

10 Hacks of Customer-Centric Enterprise Product Managers

Mind the Product

Over the years I’ve worked alongside a number of enterprise product managers in many companies. How the customer would like to buy the software (the biggest pitfall in my experience for enterprise products).

Differences between B2B and B2C products

The Product Coalition

How are consumer and enterprise products intrinsically different? 1 Product Customization B2B products can be customized to a high degree for each enterprise client as per their needs, especially if you’re trying to provide them with a white-label solution.

B2C 78

Five Ways to Foster Data Literacy Across the Organization


352 billion dollars: that’s how much businesses worldwide spent on enterprise software in 2017. Invite sales representatives from the company to hold interactive training and demos for existing and soon-to-come software features.

Nine companies share 30+ best practices for creating embedded analytics products

advanced features for enterprise pricing, while delivering. concept (PoC) demo as part of their business case and. better demos with our clients and prospects.” BUSINESS INTELLIGENCE 9 Companies share 30+ best. practices for creating smart.

5 Ways to Foster Data Literacy Across the Organization


352 billion dollars: that’s how much businesses worldwide spent on enterprise software in 2017. Invite sales representatives from the company to hold interactive training and demos for existing and soon-to-come software features. blog data news data literacy enterprise software tech

Video: How One Chief Product Officer Is Reinventing Product Management At Her Company

Product Talk

CareerBuilder has both a consumer and an enterprise component to their business and we talk about the challenges of product discovery in both environments. 29:30 How discovery works with enterprise clients. 38:40 The value of weekly demos across self-organizing teams.

Demo 130

Citrix Troubleshooting 101: Frequently Asked Questions

eG Innovations

WEM is available with XenDesktop Enterprise (now Virtual Apps & Desktops Advanced) and above subscriptions. Can eG Enterprise detect issues with NetScaler? Yes, eG Enterprise monitors Citrix ADC/NetScaler in-depth. Is that possible with eG Enterprise?

The Secrets of Highly Successful Sales People: Objection Handling

The Secret PM Handbook

There’s the monetary cost – usually substantial for an enterprise application or system. Likewise, showing the prospect a demo of your product that shows how it addresses their specific needs is great for reducing perceived risk. How to use better stories to overcome sales objections.

Demo 115

How Are You Analyzing and Adjusting to the Mobile Shopper?

Birst BI

Yes, they have enterprise data warehouses and reporting tools, but they are slow to implement and not agile enough to adjust with changing business dynamics. Data never reconciles at an enterprise level, leaving leaders making decisions based on incomplete and inaccurate performance metrics.

Let’s formalize sales escalations

Under10 Playbook

That’s why many product managers get involved with roadmap discussions, technical demos, and answering RFP/RFIs. Product Demo Center. If your enterprise clients require a product demo, then treat it like a marketing program. Set up one or more demo centers with all the necessary equipment ready to go. Put some time into developing the most common scenarios and make it a great demo. Sales teams often need access to deep product knowledge.

Demo 100

Six essential chatbot recipes for sales and marketing teams

Inside Intercom

Enterprise bot. With Intercom you can easily build a custom bot to proactively reach out to visitors here and guide them to the right next step, whether it’s connecting them to a sales rep, scheduling a demo, and more.

The Votes Are In: The Top 7 Wireframing & Mockup Tools for Mobile App Pros


Enterprise pricing requires further inquiry. You can download the tool for free or opt for an enterprise plan. Take some time to peruse the websites, try any free trials or demos, and play around with the tools as much as possible.

Demo 54

Don’t forget the service in SaaS: how your sales team can provide world-class service

Inside Intercom

Allowing an enterprise-level prospect to point-and-click purchase your software isn’t responsible. That’s why enterprise solutions usually require a call or demo before you talk about price. Too many startups focus on the first S in SaaS, but they forget all about the second one.

Demo 88

Making Your Life Easier with Citrix Receiver Version Usage Reporting

eG Innovations

This is where eG Enterprise helps! Without requiring you to deploy any agents on all your client devices, eG Enterprise looks across your Citrix Site and automatically discovers the following: Which users are connecting to the Citrix servers or desktops in the Site?

Which Lead Tactics Work Best

Clever PM

You can also send a reminder about a demo or a sales call that you have coming up. Copyright 2007-2017 by StrategyDriven Enterprises, LLC. The worst number in business is one.

9 essential sales steps you need to grow your SaaS startup

Inside Intercom

Do you lead with “Get Started,” “Request Demo” or “Sign Up”? or doing nothing, is usually the main competitor faced by enterprise sales-people.). Only now is it time to demo!

How to Determine Product-Market Fit using Cohort Retention Analysis


In the example below, the orange line indicates all users from your Enterprise accounts compared to the green line indicating all other users. The users within Enterprise accounts are retained at a much higher rate and show the increasing engagement over time.

Agile at Scale – Outcome Driven (or Broken)

Tyner Blain

I “went agile” in 2000/2001 – I was writing software and leading teams at an enterprise software company at the time, and we adopted elements of XP and other agile practices in what we branded (internally and externally) as Fast Cycle Time (FCT).

Agile 153

Assembly required – 45 sales tools to build the ultimate tech stack

Inside Intercom

An enterprise software company, on the other hand, may need a robust suite of integrated tools to help them manage long, multitouch sales cycles. We can even hop on a discovery call, demo our product or schedule a follow-up meeting with high value leads while they’re live on our website.

Demo 82

Tapping into high-intent leads in real time

Inside Intercom

The key is using tools that help us make the most of our time by capturing and engaging on target leads (marketing, sales and business operations leaders at enterprises and fast-growing companies). If you can get someone involved in a chat, the chances of encouraging them to sign up for a demo is much higher. By doing this we’ve found that Intercom is now one of our top three converting offers alongside recorded and live demo offers.

Demo 48

Sujan Patel on scaling growth with chatbots

Inside Intercom

This way, if we know they use G Suite we can skip any of the pre-qualification and get them to demo. Same thing goes for something like SendGrid or other third party providers: get them over to demo because they’re qualified.

How to turn a story point factory into a customer-centric team?

Mind the Product

In the enterprise world visiting some sales demos can be an eye-opener too. The one spontaneous ovation at this year’s London MTPCon was when Drift CEO David Cancel muttered “I hate agile” as an aside while he was on stage.

Close.io CEO Steli Efti on the rights and wrongs of lead qualification

Inside Intercom

blog , books on everything from product demos to outbound sales, and the Startup Chat podcast that he co-hosts with Hiten Shah. When you say, “We’re not going to do enterprise sales,” and then a massive company waves a massive number of potential dollars in your face, it’s easy to compromise when you haven’t written that out explicitly. Let’s say I have a website that has a lot of traffic, and I have a form people can fill out to request a demo or ask some questions.

4 Product Management Hacks to get the Most out of Failure

Mind the Product

This sounds trivial, but take advantage of the free trials and free demos. We were limited, however, by our client’s governance processes and getting access to their enterprise AWS account. Failing is an eventuality in software development. Not only do we fail, we are encouraged to fail iteratively. Let’s do it over and over again! And yet, the job of the product manager comes with a level of accountability and scrutiny that is unique.

Your Product’s Most Important Feature Isn’t Getting the Attention it Deserves

280 Group

They’ve purchased a 6-month pilot on your ATS, because their recruiting team loved the demo. When it comes to enterprise software, there are numerous stakeholders (roughly 5.4 Misalignment between satisfying end users and wowing decision makers may hurt your bottom line. Every product team tries to prioritize features that most significantly drive sales and retention. Few however realize that reporting dashboards present exactly that opportunity and emphasize it accordingly.

Demo 24

G2.com’s Ryan Bonnici on selling to educated customers

Inside Intercom

So when you’re making those decisions as a startup or as a mid-size company or as an enterprise, the software you select can make or break your business. Immediately when they look at the G2 grid, we ask them additional questions like, “Are you a small, medium, large enterprise?”

Create user manuals and training guides way faster than ever before

The Product Coalition

While the last one is a solution for the enterprises, the first one?—?StepShot For example, our customer Lori, a Creative Director at digital marketing agency creates quick walkthroughs she can hand to her clients during the demos.

HubSpot’s Kieran Flanagan on product-led growth

Inside Intercom

What typically happens to tech companies is they start off maybe in mid market, and they decide very quickly to go to enterprise. There are a lot of companies that may have a very complex product that needs a salesperson to bring people through it, to demo it.

Turning Software Into Money | Paul Kenny, OceanLearning | BoS USA 2017

Business of Software Conference

Perhaps the markets – we’re doing well and the market is growing, but you can’t help feeling that we’re not converting enough of the demos that we do or the conversations we have aren’t turning into business fast enough. Or maybe you need a classic enterprise sales person who goes into the market and makes leads happen. Paul Kenny, Founder, OceanLearning. Paul Kenny is no stranger to the Business of Software Conference stage.

The Lean Startup Trap

The Product Coalition

Launching or demo-ing your MVP is usually the first attempt at getting customer feedback. In larger enterprises, this hunt for the missing piece can take years, and tons of $ flushed down the drain.

Sales Hacker’s Max Altschuler on selling more with less

Inside Intercom

For everyone else, it’s the outbound sales process – figuring out the efficiencies, figuring out how to leverage your contacts to get referrals, figuring out how to break into enterprise accounts. Adam: What are some of the softer skills that show a candidate from a larger enterprise would fit in in a startup sales environment?

Build your own chatbots with Custom Bots

Inside Intercom

This is an example pricing page for purposes of the demo. This week we launched Custom Bots , a powerful new way to build completely customizable chatbots that work right in the Intercom Messenger.

Books 57

a16z Podcast: Why paid marketing sucks, Network effects, Viral Growth, and more

Andrew Chen

If you’re using paid advertisement channels, things tend to get more expensive over time because — you know, your initially super, super excited core demographic of customers — like they’re gonna convert the best and as you start reaching into different geographies, different kinds of demos, all of a sudden they’re not gonna convert as well, right? Dear readers, It was my pleasure to be on my first ever Andreessen Horowitz podcast!