A recorded discussion about enterprise sales challenges and readiness, focusing on practical obstacles (MSAs, InfoSec questionnaires, procurement/paperwork) and the infrastructure and investment required to support sellers. The content references Calendly’s approach and previews questions about differences between enterprise and mid-market reps and the PLG/PLT trap.
Getting through monstrous MSAs Getting through InfoSec questionnaires and getting through the paper process at these organizations really becomes the challenge and what's required is a whole bunch of infrastructure to support your sellers in completing those tasks so if you think about across all of those things you have to be really ready to enterprise your company and it takes sincere investment and you have to be prepared and model the return that you think you're going to get from those things which is what we did at calendly all driven by kind of this need from teams to have more vertical solutions.
All right beautiful a ton of stuff to recap there my two follow ons so you can think about them because I just we're going to ad lib this right so what do you look for in enterprise rep compared to mid market and then we're going to talk about the PLT PLG trap and I want to get your take on that so just to recap Kate's experience first off this is a common like blueprint.
