Jason Lemkin explains how enterprise SaaS startups share consumer-like elements. He strips the similarities away and points out the main differences from a sales perspective.

Transcript

First of all, some people think they are more something than they are than if you think about premium, and to some extent a premium product without salesforce, an Atlassian, and a Slack has many like consumer elements in it. So I define enterprise to me as sales driven to keep it simple. And that’s the main difference. You’re going to have to learn to love sales if you’re going to enterprise. You’re going to have to enjoy getting on jets. You’re going to have to enjoy ringing the bell. You’re going to have to enjoy hanging out with your sales team. You’re going to have to enjoy sitting in your pit with your sales team, dealing with those daily dramas. If you don’t want to get on a jet and you don’t like hanging out with the sales guys, don’t do enterprise.

First of all, some people think they are more something than they are than if you think about premium, and to some extent a premium product without salesforce, an Atlassian, and a Slack has many like consumer elements in it. So I define enterprise to me as sales driven to keep it simple. And that’s the main difference. You’re going to have to learn to love sales if you’re going to enterprise. You’re going to have to enjoy getting on jets. You’re going to have to enjoy ringing the bell. You’re going to have to enjoy hanging out with your sales team. You’re going to have to enjoy sitting in your pit with your sales team, dealing with those daily dramas. If you don’t want to get on a jet and you don’t like hanging out with the sales guys, don’t do enterprise.