How to master the 7 layers of growth that can fast-track your way into enterprise world
๐๐ข๐ช ๐ง๐ข ๐ ๐๐ฆ๐ง๐๐ฅ ๐ง๐๐ ๐ณ ๐๐๐ฌ๐๐ฅ๐ฆ ๐ข๐ ๐๐ฅ๐ข๐ช๐ง๐
Letโs uncover every layer in detail.
๐๐๐ฌ๐๐ฅ ๐ญ โ ๐๐ข-๐ง๐ข-๐ ๐๐ฅ๐๐๐ง: ๐ง๐๐ ๐ฅ๐๐๐ ๐๐ก๐ง๐๐ฅ๐ฃ๐ฅ๐๐ฆ๐ ๐๐๐๐ก๐ก๐๐ ๐ ๐๐ซ
Want to know how enterprise software companies are actually winning customers in 2024? Hint: itโs not just about flashy ads or aggressive cold calls.
โ Direct Sales (40โ50%) remains king, with Account Executives targeting accounts with precision through tools like Gong and LinkedIn Sales Navigator.
โ Account-Based Marketing (ABM) isnโt just a buzzword anymore โ running campaigns across 500โ1000 accounts can boost win rates by 40%.
โ Channel Partners are no longer just referral sources; platforms like Impartner help partners influence 3โ5x their direct revenue.
โ Product-Led Growth (PLG) in enterprise focuses on technical validation, not just fast conversions. Tools like Pendo and Amplitude track valuable usage signals.
โ SDRs now use platforms like ZoomInfo to conduct thorough technical discovery, doubling qualification depth.
๐๐๐ฌ๐๐ฅ ๐ฎ โ ๐๐ก๐๐ข๐ฅ๐ ๐๐ง๐๐ข๐ก ๐๐ข๐ฅ ๐๐๐๐๐ฆ๐๐ข๐ก: ๐ช๐๐๐ง ๐๐๐ง๐จ๐๐๐๐ฌ ๐ ๐ข๐ฉ๐๐ฆ ๐๐ก๐ง๐๐ฅ๐ฃ๐ฅ๐๐ฆ๐ ๐๐๐๐๐ฆ
Think enterprise deals close with just a demo? Think again.
Todayโs enterprise buyers expect a lot more from you.
โ Security & Compliance are essential; SOC 2, ISO 27001, and even HIPAA compliance are now baseline expectations.
โ Technical Validation goes beyond demos. Sandbox environments and real test data turn validation into a collaborative process.
โ Business Value is now industry-specific. Companies like Figma use benchmarks and ROI tools like Mediafly to speak the customerโs language.
โ Integration is key โ โBuyer Enablement Hubsโ track data across security, technical, and business needs for smooth purchase paths.
๐๐๐ฌ๐๐ฅ ๐ฏ โ ๐๐ฅ๐๐-๐ง๐ข-๐ฃ๐๐๐ ๐๐ข๐ก๐ฉ๐๐ฅ๐ฆ๐๐ข๐ก: ๐ง๐๐ ๐๐ก๐ง๐๐ฅ๐ฃ๐ฅ๐๐ฆ๐ ๐ฅ๐๐๐๐๐ง๐ฌ
Letโs bust a myth: โFreemiumโ isnโt the holy grail of enterprise sales.
Companies like Salesforce thrive without it.
โ Product-Led Conversion focuses on team, not individual adoption. Look for signs like five active users from the same domain.
โ Sales-Led Conversion still drives a lot โ enterprise buyers expect technical validation, security reviews, and implementation timelines.
โ Free Trials (14โ30 days) work better than endless freemium. Enterprise buyers expect to pay; they just need validation.
โ Key Metrics to watch? Cross-team adoption velocity, time to first integration, and security review completion rates.
Want to dive deeper into mastering the other layers โ Activation, Retention, Monetization, and Expansion? Check out the free guide in my newsletter.
And if you would help in making your product enterprise ready? Check out WorkOS.