In our recent post on ways B2B companies can build revenue resiliency, we wrote about the importance of rigorously assessing the risk of your current and potential customers based on the recent shocks they are experiencing. What makes this economic disruption and the impact it is having on businesses unlike any other is the uneven and global effect it is having on companies. In some instances, companies are experiencing a tailwind from these events and as a result have seen a surge in demand for their product or service, while many others are facing detrimental headwinds.

Many of our portfolio…

You are a CRO who just closed an excellent 2019, had an energizing sales kickoff that aligned everyone around a strong strategy, and your first quarter is shaping up to be another record quarter. Then COVID-19 hits. Your teams have to quickly move to a distributed work environment, travel comes to a screeching halt, and all deals now have to be closed virtually. These changes have not only impacted how teams work together but have also critically affected customer purchasing habits and priorities.

At Sapphire Ventures, we know none of us alone will have all the answers to this challenge…

A request by a customer for a Proof of Concept (POC) can strike fear into the heart of even the most seasoned go-to-market team at an enterprise technology startup.

The truth is, a POC-a trial period of your product with a potential enterprise customer-elongates the sales cycle, can be expensive, and doesn’t always lead to a final sale. Over 78% of the IT executives from the Global 2,000 companies we surveyed in our recent CIO Innovation Index said that less than half of the POCs they participate in result in production deployments.

Source: Sapphire Ventures CIO Innovation Index 2019

To make matters worse, a poorly executed POC…

Augmenting Technical Users With Executive Buyers

We’ve seen it a number of times at Sapphire Ventures with growth-stage technology companies: you’ve nailed the transactional sales model — selling at a high velocity to a group of mid-level leaders (data analysts, developers, sales operation leaders) — but now you want to go hunting for enterprise-wide deals with c-level executives so you can land larger multi-year contracts.

Let’s be candid: enterprise sales can be arduous, messy, and resource intensive. …

“Innovate or die.” — Peter Drucker

This article originally appeared here on on March 14, 2019.

As the pace of technology accelerates, organizations that don’t quickly adapt face the possibility of going extinct, making Peter Drucker’s famous quote more relevant every year.

Clear evidence of this creative destruction can be seen in the diminishing lifespan of companies on the S&P 500 over the last 50 years.

Rico Mallozzi

A technologist who believes in the force of good, inclusion, and collaboration. Thoughts are my own and mine only (sorry).

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