SaaStr 785: The Playbook for Going Upmarket with Stripe's CBO, Jeanne Dewitt Grosser, and Checkr's COO, Lindsey Scrase | The Official SaaStr Podcast: SaaS | Founders | Investors | Podwise
This podcast episode discusses the strategic decision for SaaS companies to move upmarket and target enterprise clients. The hosts and guests explore key signals indicating readiness for this transition, such as existing customer demands and meaningful early wins in the enterprise space. They emphasize the importance of a company-wide commitment, not just a go-to-market strategy, and the need for a focused approach, avoiding a scattershot strategy. Specific examples from Stripe and Checkr illustrate successful and unsuccessful approaches to enterprise expansion, highlighting the importance of aligning product development, sales, and pricing strategies. The discussion concludes with actionable advice on establishing clear metrics, such as payback period and LTV/CAC, to ensure efficient growth in the enterprise market.
