Paige Finn DohertyFounding Partner, Behind Genius · Founding Partner at Behind Genius Ventures

What strategies did Jeanne Grosser use to evolve Stripe’s product strategy?

17 Sept 2022 · 1 min

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In this segment, the speaker outlines the strategic steps Jeanne Grosser employed to shift Stripe’s focus toward the enterprise market. First, she emphasizes securing leadership buy‑in, ensuring that executives like John and Patrick recognized and championed large‑deal opportunities. Next, she highlights the importance of retaining and expanding high‑growth customers such as Shopify, noting that supporting these clients required an evolution of Stripe’s product roadmap, which could then be leveraged for other enterprise accounts. Finally, she describes a systematic analysis of Stripe’s existing strengths to identify enterprise prospects that closely match those strengths, enabling a targeted go‑to‑market approach.

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So how do you ensure that you're pursuing the enterprise market together? Everyone has to be in the same boat. So when we started looking at this from a Stripe perspective, there were a couple of things that we did that I think worked well. So one, you do need, you know, the leadership team to be bought in. So, you know, we made sure that John and Patrick saw the opportunity with these large deals and they themselves wanted them. You know, in the case of Stripe, At the time, companies like Shopify were rapidly growing up on Stripe and becoming public companies. And so we didn't want to churn them as customers. And frankly, you know, the product strategy was going to have to evolve anyway to support them effectively. And if you're building more product for Shopify, you might as well sell that to others. And then the other thing we tried to do was we did a fair amount of work to analyze where are we strong today and where in the enterprise space do companies look most like that.