As SaaS companies scale, expanding into the enterprise market becomes a critical revenue driver, especially when transitioning from SMBs. At first glance, focusing solely on SMBs may seem like an easy win: high-volume, lower-value transactions with shorter buying cycles, low friction conversions, and lower customer acquisition costs. Why chase the slow, complex enterprise deals when you can quickly rack up wins with SMBs?
But the picture isn’t as rosy as it seems.
Around 20% of SMBs fail within their first year, and about 30% within the first 2 years. This failure rate continues to rise, with around half of SMBs not surviving beyond 5 years and roughly 65% disappearing within 10 years. If your customer base consists only of SMBs, this means you'll constantly be losing a significant portion of your customers and scrambling to replace them just to maintain revenue.
In contrast, enterprise customers bring stability by offering:
✅Larger user bases, ✅Higher annual contract values, ✅Long-term commitments that improve business predictability, ✅Increased customer lifetime value.
However, selling to enterprises requires more than just slapping a higher price tag on an existing plan. It requires a whole new set of must-have features and specialized communication to address the specific pain points of enterprise customers.
This chapter explores how the world’s top SaaS companies build and position their enterprise offerings, focusing on features, messaging strategies, and customer success. By understanding these elements, SaaS companies can craft enterprise offerings that drive growth and differentiation.
Need help with enterprise growth strategy? Book a call with Maciej!
—
Maciej Prokop
🗓️ Book a meeting here: calendar
🔺 Pricing Expert at Valueships
👋 https://www.linkedin.com/in/maciej-prokop/