David and Goliath: How Small Teams Can Build and Sell to Much Larger Enterprises

Name: David%20and%20Goliath:%20How%20Small%20Teams%20Can%20Build%20and%20Sell%20to%20Much%20Larger%20Enterprises
Uploaded: 2024-09-13

Posted Sep 13, 2024 | Views 134

speaker

Aditya Kajla

Engineering Manager @ WorkOS and former Co-founder of Warrant @ Warrant

Aditya is an Engineering Manager @ WorkOS, the all-in-one identity platform that helps companies build enterprise-ready products. He previously co-founded Warrant, a Y Combinator-backed startup building a centralized, fine grained authorization service. Warrant was recently acquired by WorkOS where the Warrant team continue to work on fine grained authorization.

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SUMMARY

Slides available here: https://docs.google.com/presentation/d/1ay3AYMO1dE_kHM7avdliTcoeIpp_aad7s4DwwfEWLpM/preview#slide=id.p

Selling to enterprises is notoriously difficult, particularly if you're a small startup, or even a nascent product team within an established company. Enterprises are often the ideal B2B software customer (potential for high $$, lower churn) but come with strict SLAs, extensive data governance and compliance requirements, long sales cycles, and all kinds of red tape, all of which can seem insurmountable to small, fast-moving teams. How do you successfully navigate this process as a small team? In this talk, Aditya shares his perspective on building and selling to enterprises, based on his experience founding Warrant (a highly scalable, centralized authorization service). We'll cover what matters to enterprises, what's negotiable, and how to build a strategy for success.

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