SaaS Go-to-Upmarket

a16z Podcast

• Episode: SaaS Go-to-Upmarket
• Website: a16z Podcast
• Feed URL: http://feeds.soundcloud.com/users/soundcloud:users:62921190/sounds.rss
• Duration: 00:21:12
• Published: 2020-05-29 15:00

For a SaaS company, it's easier to move upmarket than down, and this gives SaaS startups the advantage against incumbents. In this episode,  David Ulevitch and our newest enterprise general partner Kristina Shen look at the SaaS go-to-upmarket with a focus on how to price for the move, including why so many founders underprice, how to think about free versus paid trials, and navigating the transition to larger accounts.