![]() ![]() ![]() Unlike 5-10 years ago, today’s investors expect founders to start testing monetization strategies far earlier in their journey, particularly for B2B startups. What are some of the ways you’ve seen first-time founders accelerate their learnings around how to sell larger contracts into enterprises?Ī lot of founders seem to think that this is a “Get Out of Jail Free” card that lets them avoid any questions about revenue. We believe that there’s the potential for $x/year in revenue from some of these customers, which will obviously push us into longer and more complex sales cycles.Ĭoming out of this raise, our goal is to expand within those early customers while also targeting larger initial ACVs, both of which will require us to develop our “enterprise sales” muscle. So far, we’ve intentionally priced our product below the procurement threshold so that we could gain a foothold with our target customers and prove out our MVP. We’re too scared to try “real” enterprise sales (which is going to cap our ACV) We still have to learn how to do enterprise sales, which is going to take time This has two possible interpretations, neither of which is positive: We’ve completely avoided going after bigger contracts that involve a procurement process / multiple decision makers / complex sales (in other words, we’ve been avoiding “real” enterprise sales). Look how smart we are! We’re getting the most revenue possible while keeping sales cycles short. Our Pricing is Low Enough to Avoid Procurement We think we can acquire more users like that using. In our early testing, the product has really resonated with. Once we finish fundraising, our #1 priority will be developing our go-to-market plan and user acquisition channels. We haven’t done any paid marketing yet, because we were focused on building our MVP and had enough users in our to allow us to get meaningful user feedback. ![]()
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