How to sell Enterprise SaaS, Learn from a 100M+ ARR founder.

We all know that selling to an Enterprise is different than selling to an SMB, but what are the differences, and what can we learn from a founder currently at 100M+ ARR purely selling to an Enterprise?

In this episode on the Grow Your B2B SaaS podcast, Joran Hofman dives into a conversation with Jim Yu , the founder and exec chair at BrightEdge , exploring the ins and outs of building and selling enterprise SaaS. Jim generously shares his journey, reflecting on the hurdles and lessons learned.?

What will we cover:

• Enterprise SaaS vs. SMB SaaS
• Go-to-Market Strategies
• Growth Journey of BrightEdge
• Sales Strategies for Enterprise SaaS
• Challenges in Enterprise Sales
• Strategies for Streamlining Procurement
• Advice for Early-stage SaaS Founders
• How To Scale to 10 Million ARR
• General Advice for SaaS Founders

Listen to the podcast here:

• Spotify
• Apple
• Youtube

Clip about common mistakes made ??

Key Timecodes

• Show Intro – (00:00)
• Guest Intro – (00:36)
• Jim’s Background and Experience – (01:05)
• Early Days of SaaS and Salesforce – (02:15)
• Starting BrightEdge – (03:04)
• Enterprise SaaS vs. SMB SaaS – (03:18)
• Importance of Sales Team in Enterprise SaaS – (05:13)
• Growth of BrightEdge – (08:12)
• Mistakes Made in Enterprise SaaS – (19:53)
• Strategies for Selling Enterprise SaaS – (24:50)
• Challenges Faced in Enterprise Sales – (28:14)
• Quick Wins in Procurement Process – (33:13)
• Advice for Starting and Growing SaaS – (35:31)
• Advice for Scaling to $10 Million ARR – (36:40)
• General Advice for SaaS Founders – (39:29)
• One Thing Wished Known 10 Years Ago – (40:28)

Full podcast video with Jim

More information:

• LinkedIn profile guest: Jim Yu
• Linkedin profile host: Joran Hofman
• LinkedIn podcast page: Grow Your B2B SaaS Podcast
• Podcast website: SaaS Affiliate Marketing Software
• Websites: BrightEdge, Reditus

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