Hot in Enterprise IT/VC - What's 🔥 in Enterprise IT/VC #333
What's 🔥 in Enterprise IT/VC #333Time for brass knuckle 👊🏼 sales tactics - lessons from Dscaler from Cloudflare🙏🏼 for the Fed! To recap, here’s my thoughts from last Saturday.
My only hope coming out of this is that all of us in the startup world approach the coming years with more humility. In the last 12 months alone, we’ve lived through the mini equivalent of the dot.com bust and 2008 financial crisis and it’s clear that the next few months will still be challenging. That being said, I’m proud of the resilience that many founders displayed last week and I strongly believe this generation of founders who once only saw 📈 will build some amazing, efficient businesses and bring a healthy skepticism to too much sizzle 🥓 and not enough steak 🥩. Let’s get back to building 🏗️ and investing! Switching gears, we all know that in the IT space, growing net new logos is incredibly difficult, and if you’re going to land a new customer, it’s likely a replacement so the buyer can consolidate spend or do more with less 💰. To that end, I simply love this aggressive sales campaign from Cloudflare. Today, Cloudflare is excited to launch the Descaler Program, a frictionless path to migrate existing Zscaler customers to Cloudflare One. cfl.re/3ZJutFp #SecurityWeek While most folks talk about Palo Alto Networks and Crowdstrike in the security space, Cloudflare is an absolute juggernaut as well with close to $1B revenue. Cloudflare recently unveiled a host of new products during its security week while also launching a campaign to go after market leader Zscaler in the SASE (secure access service edge) space. If you’re a founder, I highly recommend reading and learning from this. This is old school, brass knuckle, kill your competition sales tactics. It’s a textbook 101 campaign with simple messaging for “no risk” change from Zscaler starting with the name Dscaler 🤣. It covers messaging, technical one click migration, target customer size and persona, ROI calculators vs. Zscaler, user benefits, and financial flexibility.
In addition, the key is being financially flexible as well on accounts. Perhaps you have 3 months left in an existing contract with a competitor. Well, we can give it to you for free for 3 months if you install now and the contract can start after that.
Kustomer, in its early days, was quite successful going after Zendesk with not only 1 click exports of data but also flexible pricing to land customers for free, months in advance to get them hooked on its product before kicking in the actual contract until the Zendesk contract expired. If you’re still a small startup and don’t want to publicly go after the 🦍 in the space, that’s ok as well. Just make sure you have all of the product marketing messaging, collateral and ROI calculators to arm your sales team with as they slog it out on RFPs and POCs to take down the market leaders. Another great way to kickstart a mini, less visible attack on the incumbent is by targeting local events and customer conferences of the incumbent. We will clearly see more of these takeout campaigns as net new sales are harder to come by for the remainder of 2023. As always, 🙏🏼 for reading and please share with your friends and colleagues. May you also find time to rest as well as it was quite a week! Scaling Startups
Enterprise Tech
Markets
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What's 🔥 in Enterprise IT/VC #332
Saturday, March 11, 2023
Monday can't come soon enough
What's 🔥 in Enterprise IT/VC #331
Saturday, March 4, 2023
The fear of running out runway vs. stepping on the gas - don't miss your window of opportunity
What's 🔥 in Enterprise IT/VC #330
Saturday, February 25, 2023
On founder led sales for your first 10 customers + importance of desire + attitude
What's 🔥 in Enterprise IT/VC #329
Saturday, February 18, 2023
Where will best in class Net $ Retention land in 2023?
What's 🔥 in Enterprise IT/VC #328
Saturday, February 11, 2023
Avoid the death spiral of activity - also meet EdGPT 🤖
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