Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS?
It too soon to target enterprise clients when you can’t support their needs 90 days after you close them.
It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes.
In fact, it happens all the time. Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days.
But if you don’t have the team, commitment and experience to deliver that functionality at least X days after you close a Big Customer … you aren’t ready. They’ll churn or at least, never fully deploy.
You don’t have to have the full enterprise package in the early days to close enterprise customers, especially if they have interest in you. You’ll get some slack as a new, emerging vendor. But you have to meet your commitments and promises to them fairly soon after the deal closes.