The "Consumerization" of Enterprise - Deepstash
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The "Consumerization" of Enterprise

The "Consumerization" of Enterprise

Slack, Dropbox or Zoom have applied specific strategies to win customers – tactics that resemble those of consumer companies rather than enterprise firms.

The go-to-market playbook for early-stage B2B founders:

  • Taking a consumer approach to enterprise
  • Product positioning through category-creation
  • Generating repeatable and non-associated revenue (e.g. “crossing the penny gap”)
  • Building a strong sales organization

22

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Create a Category and Evangelize It

Create a Category and Evangelize It

Don’t compete head on with a category leading incumbent, create your own category. Category creation and becoming a “category king” allows new companies to bypass rivals and build in an uncontested space.

The one who defines the category, wins the category. No one cares about your feat...

21

70 reads

The Wilderness Period

The Wilderness Period

Is a period of internal struggles after the early enthusiasm of an MVP: “You try to sell your minimum viable product, encounter objections you hadn’t anticipated, race to code the new requirements (the new MVP), and repeat. The Wilderness Period can take two months, two years, or forever.

21

58 reads

Business models of Bottom-up SaaS companies

SaaS companies typically choose between two product pricing strategies:

  • A freemium model uses a functionality-based paywall. The benefit is that you may get lots of users & virality. The cons are that it reduces urgency to buy, paid marketing is hard and churn...

20

115 reads

CURATED FROM

CURATED BY

vladimir

Life-long learner. Passionate about leadership, entrepreneurship, philosophy, Buddhism & SF. Founder @deepstash.

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