Ethan LockshinSales at NVIDIA focused on AI adoption

How do you know when your AEs should specialize into SMB, Mid-Market, and Enterprise? Ryan Milligan

Name: How do you know when your AEs should specialize into SMB, Mid-Market, and Enterprise? Ryan Milligan
Uploaded: 2025-11-27T13:32:12+00:00
Duration: 54 s
Channel: Ethan Lockshin
Description: Ryan Milligan says specialize your AEs when the buying process changes enough that switching between segments costs sellers real time and focus. If one…

27 Nov 2025 · 1 min

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Ryan Milligan says specialize your AEs when the buying process changes enough that switching between segments costs sellers real time and focus. If one rep can handle SMB to Enterprise with the same approach, keep them unified. When the jump between an SMB call and an enterprise call becomes too jarring, split the roles.

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When is the right moment to split AE roles into SMB mid market and enterprise? I think you need to find the point at which your selling process needs to be fundamentally different between those types of buyers, right? If they're all going through a pretty similar buying motion for you from SMB to mid market to enterprise and one person is not changing how they're operating too dramatically between calls with an SMB and enterprise customer then keep them all within one function to keep them motivated and moving efficiently. And the point at which you silo is when you're at the point in which the buying process is so different that there's going to be a switching cost for the seller to transition from get off an SMB call and get onto an enterprise call at that point that tells you okay now it's time to have more of an SMB focused rep who can fill her whole calendar with SMB types of demos and then an enterprise rep who can fill her whole calendar with enterprise demos as well.