Dear Reader,
Welcome to the 41st edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
10 Tips to Start Selling to Big Companies as a Tiny Startup
Very useful nuggets for all startups looking to sell to large corporates:
Figure out your 10x feature for large enterprises — and distill it to a subject line. What is the top important thing you do, that the Big Competitors don’t
Make pilots and small deployments easy. Even if the dollars to start are frustratingly small. But free pilots? Those are generally a fake pilot.
Hashicorp's ALEER Sales Process
A good breakdown of Hashicorp’s sales conversion strategy. For context, Hashicorp is a $5B market cap company at $480M ARR growing 50% YoY with 130%+ net retention:
The most important thing for arguably any enterprise software company is usage. Do users love the product and believe it is solving an acute pain point such that they’re willing to put up with the immaturity of the current product state.
How CFOs think about software spend
A good read on customer psychology whilst deciding spend, especially the segregation of SAAS across Tiers:
Tier 1: Keep the Lights On
Tier 2: Run the Business
Tier 3: Run the Business Better
Until next time folks!