a16z Podcast | Finding Go-to-Market Fit in the Enterprise

ℹ️ EPISODE INFO

Released

February 26, 2019

Duration

37m

Channel

a16z

Watch on YouTube

▶ Open ↗

📝 EPISODE DESCRIPTION

with Peter Levine, Bob Tinker, and Hanne Tidnam (@omnivorousread) For consumer companies, often when the holy grail of product-market fit is achieved, the company takes off: magic happens, growth unlocks. Enterprise B2B companies face a different challenge. Sometimes, despite achieving product-market fit (and knowing when you've achieved it) and winning your first cohorts of renewing customers -- growth remains a challenge. Industry analyst maps are riddled with the logos of enterprise B2B companies who built outstanding products, won outstanding initial sets of customers... and then ultimately failed to scale. In this episode of the a16z Podcast, Bob Tinker, author of the book Survival to Thrival and founding CEO of MobileIron, and a16z general partner Peter Levine, talk with Hanne Tidnam all about how to find the right go-to-market fit for the enterprise startup. How do founders avoid that moment of reckoning after product-market fit, but before growth? When should an enterprise startup accelerate sales investments?  -- the "Goldilocks problem" (not too early, not too late!) -- and pick the right sales team and go-to-market model for their product and their customers? And if you're stuck in that moment where growth stalls, what are the right tools to get out of it? What are the important metrics to know both where you are, and when you're out of the woods?

🎤 SPEAKERS

• Hanne Tidnam

  host

  Host of the a16z Podcast who moderates discussions on startup and go-to-market strategy.

• Bob Tinker

  guest

  Founding CEO of MobileIron and author of the book "Survival to Thrival," focused on enterprise go-to-market and scaling.

• Peter Levine

  guest

  a16z general partner and enterprise operator/investor known for sharing frameworks on enterprise sales and go-to-market execution.

🧾 EPISODE SUMMARY

In this episode of a16z, featuring Hanne Tidnam and Bob Tinker, a16z Podcast | Finding Go-to-Market Fit in the Enterprise explores why Enterprise Startups Stall After Product-Market Fit and How to Fix It Bob Tinker argues that enterprise startups often win their first 15-20 customers yet never unlock growth, because Silicon Valley is strong at building products but weak at passing on knowledge about building go-to-market models.

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