This YouTube transcript excerpt discusses strategies for selling to enterprise customers, emphasizing the need to define the right ideal customer profile (ICP). The speaker frames "enterprise" as mid-market/lower-enterprise, cites target deal sizes (~$30–50k), and stresses hiring or transitioning reps with experience in value selling (making business cases) rather than feature-focused PLG selling.
Yeah, I think it starts with, it starts with having the right icp. So when we say enterprise you immediately go to the 20,000 person company and for us enterprise was mid market and the lower enterprise segment and so you're looking for reps who have done these deals, let's say 30 to $50,000 deal sizes have a handful of years of experience doing that and the big key that we needed to find and transition our org to was team members who had experience value selling. Often you'll inherit an org of very well intentioned, smart, scrappy people who are selling features and functions because of your PLG roots. It's hey just show them the product, get them into the product they'll convert. Selling to a different buyer, a line of business owner, a key business stakeholder in these larger organizations takes a completely different motion. You have to talk about business value and be able to make a business case for the value that your solution creates for their organization.
