S3E20 - How to sell Enterprise SaaS, Learn from a 100M+ ARR founder With Jim Yu
Wondering how to sell enterprise SaaS? Well prepare to learn from a 100M+ ARR founder. In this episode on the Grow Your B2B SaaS podcast, Host Joran Hofman dives into a conversation with Jim Yu, the founder and exec chair at BrightEdge, exploring the ins and outs of building and selling enterprise SaaS. Jim generously shares his journey, reflecting on the hurdles and lessons learned along the way. He stresses the importance of laying a solid foundation before scaling, understanding the nuances of sales strategies, and cultivating advocates within enterprises. Furthermore, Jim delves into the necessity of a structured approach, the creation of effective playbooks, and staying attuned to the macroeconomic landscape. Offering invaluable advice to SaaS founders, Jim advocates for continuous iteration and optimization of value propositions, customer acquisition costs, and lifetime value. Drawing from his experience in growing BrightEdge to over $100 million ARR, Jim's insights shed light on the intricate world of enterprise SaaS. Key Timecodes 1. Show Intro - (00:00) 2. Guest Intro - (00:36) 3. Jim's Background and Experience - (01:05) 4. Early Days of SaaS and Salesforce - (02:15) 5. Starting BrightEdge - (03:04) 6. Enterprise SaaS vs. SMB SaaS - (03:18) 7. Importance of Sales Team in Enterprise SaaS - (05:13) 8. Growth of BrightEdge - (08:12) 9. Mistakes Made in Enterprise SaaS - (19:53) 10. Strategies for Selling Enterprise SaaS - (24:50) 11. Challenges Faced in Enterprise Sales - (28:14) 12. Quick Wins in Procurement Process - (33:13) 13. Advice for Starting and Growing SaaS - (35:31) 14. Advice for Scaling to $10 Million ARR - (36:40) 15. General Advice for SaaS Founders - (39:29) 16. One Thing Wished Known 10 Years Ago - (40:28)