Comments on: Targeting the Enterprise? Think Again.

By: Brad McCarty

Brad McCarty — Tue, 26 Nov 2013 16:19:23 +0000

Hey Ahmad,

For small business, I think that the SBA has a great definition here: http://www.sba.gov/content/what-sbas-definition-small-business-concern

For medium business, it’s generally understodd that it encompasses companies with fewer than 250 employees.

By: Ahmad Haris Qurieshi

Ahmad Haris Qurieshi — Mon, 25 Nov 2013 10:32:00 +0000

Incredibly helpful to me.

Can i have information that by which indexes you define Small and Medium Businesses and how?

Please answer my question cause it will help me a lot with my job.

By: Red Russak

Red Russak — Mon, 06 May 2013 04:13:00 +0000

Thank you for writing this! Incredibly helpful and serves as validation. Keep up the incredible content. (Would love to see “Deciding on who to sell to when prepping for VC?” or “Methods of lead-gen for each segment!”)

By: Adam Root

Adam Root — Fri, 26 Apr 2013 20:55:00 +0000

One of the best articles I have read in a long time. Thanks for sharing.

By: Brian Pontarelli

Brian Pontarelli — Fri, 26 Apr 2013 16:29:00 +0000

This is view of enterprise sales is somewhat relative and subjective. Inversoft sells to the “enterprise” a lot and it isn’t always as difficult, dangerous and costly as this. The key to enterprise sales is relationship.

We build an initial relationship with an enterprise and start small. One project with one team to see how it goes. Then we expand with some custom development. Then we expand to other teams. The whole time you foster that relationship with high quality software and great service.

Anecdotally, our simplest sale took about 8 days, with very little support and they paid immediate. That was with an enterprise company.

By: Ben Deda

Ben Deda — Thu, 25 Apr 2013 17:44:00 +0000

In reply to Geoff Ward. Clarifying over a beverage is always good!

By: Geoff Ward

Geoff Ward — Wed, 24 Apr 2013 03:10:00 +0000

Great post Ben. I’ve often thought the first “B” could be factored out (since you the seller are obviously a B) so you wind up with C, B, and E. And as you point out the second (or customer) B can be SB, MB, or LB. I’ve often thought SMB is an inaccurate grouping as well, too different at the outer edges. If this made sense to you, huge high five. If not, I can clarify over a beverage. Thanks again for the thoughtful post.