The enterprise sales process isn't what it used to be. Before, you had to get an audience with the CIO (or whoever controlled the department budget) to have a chance.
The shift has been that employees and individual teams now have a lot of say in what tools they use -- sometimes without the higher-ups knowing about it until it's seen a good amount of adoption amongst internal teams. SaaS with instant access and 0 deploy times makes this possible.
Another shift is that employees will now carry their championed products with them from one company to another. In an area like Silicon Valley where job hopping is common, the social/word-of-mouth effects on enterprise software is significant.
Slack has already been mentioned and is a prime example of both.
With our own "enterprise" product, we're seeing the same -- adoption from teams and employees that eventually can become something more. But, this can only happen if you're resonating with some group of users that love your product.
The shift has been that employees and individual teams now have a lot of say in what tools they use -- sometimes without the higher-ups knowing about it until it's seen a good amount of adoption amongst internal teams. SaaS with instant access and 0 deploy times makes this possible.
Another shift is that employees will now carry their championed products with them from one company to another. In an area like Silicon Valley where job hopping is common, the social/word-of-mouth effects on enterprise software is significant.
Slack has already been mentioned and is a prime example of both.
With our own "enterprise" product, we're seeing the same -- adoption from teams and employees that eventually can become something more. But, this can only happen if you're resonating with some group of users that love your product.