How to master the 7 layers of growth that can fast-track your way into enterprise world

𝗛𝗢𝗪 𝗧𝗢 𝗠𝗔𝗦𝗧𝗘𝗥 𝗧𝗛𝗘 𝟳 𝗟𝗔𝗬𝗘𝗥𝗦 𝗢𝗙 𝗚𝗥𝗢𝗪𝗧𝗛

Let’s uncover every layer in detail.

𝗟𝗔𝗬𝗘𝗥 𝟭 — 𝗚𝗢-𝗧𝗢-𝗠𝗔𝗥𝗞𝗘𝗧: 𝗧𝗛𝗘 𝗥𝗘𝗔𝗟 𝗘𝗡𝗧𝗘𝗥𝗣𝗥𝗜𝗦𝗘 𝗖𝗛𝗔𝗡𝗡𝗘𝗟 𝗠𝗜𝗫

Want to know how enterprise software companies are actually winning customers in 2024? Hint: it’s not just about flashy ads or aggressive cold calls.

→ Direct Sales (40–50%) remains king, with Account Executives targeting accounts with precision through tools like Gong and LinkedIn Sales Navigator.

→ Account-Based Marketing (ABM) isn’t just a buzzword anymore — running campaigns across 500–1000 accounts can boost win rates by 40%.

→ Channel Partners are no longer just referral sources; platforms like Impartner help partners influence 3–5x their direct revenue.

→ Product-Led Growth (PLG) in enterprise focuses on technical validation, not just fast conversions. Tools like Pendo and Amplitude track valuable usage signals.

→ SDRs now use platforms like ZoomInfo to conduct thorough technical discovery, doubling qualification depth.

𝗟𝗔𝗬𝗘𝗥 𝟮 — 𝗜𝗡𝗙𝗢𝗥𝗠𝗔𝗧𝗜𝗢𝗡 𝗙𝗢𝗥 𝗗𝗘𝗖𝗜𝗦𝗜𝗢𝗡: 𝗪𝗛𝗔𝗧 𝗔𝗖𝗧𝗨𝗔𝗟𝗟𝗬 𝗠𝗢𝗩𝗘𝗦 𝗘𝗡𝗧𝗘𝗥𝗣𝗥𝗜𝗦𝗘 𝗗𝗘𝗔𝗟𝗦

Think enterprise deals close with just a demo? Think again.
Today’s enterprise buyers expect a lot more from you.

→ Security & Compliance are essential; SOC 2, ISO 27001, and even HIPAA compliance are now baseline expectations.

→ Technical Validation goes beyond demos. Sandbox environments and real test data turn validation into a collaborative process.

→ Business Value is now industry-specific. Companies like Figma use benchmarks and ROI tools like Mediafly to speak the customer’s language.

→ Integration is key — “Buyer Enablement Hubs” track data across security, technical, and business needs for smooth purchase paths.

𝗟𝗔𝗬𝗘𝗥 𝟯 — 𝗙𝗥𝗘𝗘-𝗧𝗢-𝗣𝗔𝗜𝗗 𝗖𝗢𝗡𝗩𝗘𝗥𝗦𝗜𝗢𝗡: 𝗧𝗛𝗘 𝗘𝗡𝗧𝗘𝗥𝗣𝗥𝗜𝗦𝗘 𝗥𝗘𝗔𝗟𝗜𝗧𝗬

Let’s bust a myth: “Freemium” isn’t the holy grail of enterprise sales.
Companies like Salesforce thrive without it.

→ Product-Led Conversion focuses on team, not individual adoption. Look for signs like five active users from the same domain.

→ Sales-Led Conversion still drives a lot — enterprise buyers expect technical validation, security reviews, and implementation timelines.

→ Free Trials (14–30 days) work better than endless freemium. Enterprise buyers expect to pay; they just need validation.

→ 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 — 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.