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What are the biggest mistakes companies make when trying to move upmarket into Enterprise?

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2 Answers
Enterprise Product Marketing
  1. Olesia Klevchuk
    Olesia Klevchuk

    Barracuda Networks Product Marketing Director • Jun 2

    Don’t treat enterprise as just a bigger version of your mid-market motion. It’s not. The whole motion is different. Longer cycles, more stakeholders, procurement, legal, security reviews. What closes an SMB deal in two weeks can take six months in enterprise. There’s real organizational risk on the line. The product has to be ready for it too. Enterprises need things like SSO, audit logs, role-based access, compliance documentation. If you’re missing those, you’re not even getting to the evaluat ...Read More

    315 Views
  2. Marina Ben-Zvi
    Marina Ben-Zvi

    Atlassian Product Marketing Leader • 1mo

    The biggest mistake companies make when moving upmarket is assuming enterprise is just the next segment up. Companies will say, “We’re doing well in mid-market, let’s go upmarket,” and then make a few surface-level changes. But moving upmarket changes almost everything: the buyer, the buying process, the proof required, the product expectations, the implementation needs, the support model, and the value story. Enterprise customers don’t just buy software. They bet on whether your company can be ...Read More

    1,303 Views

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