We have traditionally been focused on SMB / Mid-Market and are now trying to go to market to the Enterprise. What questions do you recommend we ask internally to get to product market fit with our new Enterprise pricing and packaging?

Answer

3 Answers

Pricing and Packaging

Christy Roach

AirOps CMO • 3y

There are so many questions you could ask but I’ll give you a few: Why do we want to go enterprise? How does landing with the enterprise land in our stack ranked priorities? Ask these to figure out how conviced your company is about going into the enterprise. You want to figure out if moving up-market is a mandatory priority versus something they’re interested in exploring since that will impact how you do this. Do we believe that our product solves a clear need for Enterprise customers? Do we h ...Read More

2,479 Views
Jackie Palmer

ActiveCampaign VP Product Marketing | Formerly Pendo, Demandbase, Conga, SAP • 3y

As mentioned before, taking an existing product into a new market should always include pricing and packaging research. Research methods include competitor websites, review websites, marketplaces, industry analysts, independent research/survey firms, your existing customers or prospects, your existing partners, and your sales team, etc. If you've been able to win some deals with the enterprise customers you are shifting to, you should definitely interview those customers. Some questions to ask i ...Read More

1,043 Views
Ajit Ghuman

Twilio Former Director of Product Management - Pricing & Packaging, CXP | Formerly Narvar, Medallia, Helpshift, Feedzai, Reputation.com • 6y

Enterprises and SMBs have interesting trade offs of flexibility, utility and price. SMBs may have valued an instant deployment self service solution, that accomplished most of their tasks but not bothered too much 24x7 support and/or security. Enterprises are more likely to value customer success relationships, deployments done right (vs fast), the right compliance criteria and other customers like them (enterprises don't like risk). What does that mean for your pricing and packaging? Are yo ...Read More

955 Views