Everyone wants to sell to the enterprise. Doing this successfully means larger deal sizes, more expansion opportunities, notoriety in the market, economies of scale—the list goes on.
But there is a reason why most startups focus on mid-market and SMBs, selling into the enterprise takes time, investment, and an organization that is truly committed to servicing the enterprise. From the first brand touchpoint to the post-sell success plan, everything has to be designed and executed to reach enterprise buyers.
In this session, we will cover:
- Understanding the enterprise buyer—share findings from the 2024 B2B Buying Disconnect report
- The signals to know when to move upmarket and sell to the enterprise
- How to create a go-to-market motion across all customer touchpoints to sell, retain, and expand enterprise customers
- Live Q&A
Download the 2024 B2B Buying Disconnect Report: The Year of the Brand Crisis
Experience the interactive version of the 2024 B2B Buying Disconnect Report
Our Speakers
Allison Metcalfe
CRO | Cloudinary
Allison Metcalfe is the CRO of Cloudinary, and sits on the board of Xensam. A transformational leader who specializes in data driven GTM, Allison has had a non-traditional path to the C Suite – starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.
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