Landing and expanding at enterprises to drive digital adoption with Khadim Batti of Whatfix

Did you know that large enterprises are using 900+ software
applications, and spending $100M+ on it?


As per Gartner, $600bn dollars worth of enterprise software spend
is going to be this year.


Companies won't see an RoI if employees are not utilizing these
software efficiently. This is where Whatfix comes into picture,
creating a layer of adoption on top of these software products,
helping employees to adopt these software.


Whatfix serves 500+ customers worldwide, with 100 of top 1000
companies using Whatfix. They have a team strength of ~600
employees with $140 mn funds raised.  


 In this episode Suresh deep dives with Khadim into the Land
and Expand strategy which is unique to Whatfix.  Learn more
about how to build a new category, what the trigger at each stage
for the company was to move from SMB to Midmarket to Enterprise,
how org structure and approaches changes for these segments, how
to address churn rate, on metrics , numbers and more numbers.
 


It’s insightful to listen to how you can get creative on pricing
when you have multiple variables - customer segments, number of
users, number of applications, frequency of usage, departments
and more. It also covers some of the mistakes made in Land &
Expand, which other founders can probably learn from.


Here’s more what you can learn from this episode


Org structure


Structuring a global enterprise sales team  - Insights
into org structure, traits to look for, compensation structure,
targets & metrics

What’s the typical BDR to SDR ratio?

How does the role for Account Managers and BDRs differ?

Is it better to attach SDRs to the demand gen team or to the
regional sales team? What’re the pros and cons?

How’s hunting, landing, mining and expanding linked?

What’re the characteristics, mindset and experience to look
for when hiring for SDRs, AEs, CS and expansion teams?



Metrics


Segment - Geography - Conversion’ framework - How to look at
the conversion metrics for inbound & outbound sales team?

What’re the metrics to be tracked for SDRs, AEs, BDRs

‘How much is the land to conversion ratio, the expansion
conversion ratio?



Marketing


How to think about GTM to get into enterprises

How to continue building a new category of ‘Digital Adoption
Solutions’ for 6-7 years before the magic quadrants got
introduced

What’re the pros and cons when you create a new category?



Sales


How do you sell to enterprises early on?

How will procurement happen in large enterprises? If they
have to remove a legacy CRM how will they go about it?



Expand


What’s the average duration it takes from landing at say $50k
ACV and to expand to $500k?

Growth from $50k to $200k ACV takes time. $200k to $500k it’s
faster, and $500k to $1M, it’s even faster - Why?

What % of revenues come from expansion versus new logos and
how they affect LTV?



Hope this will be exciting for you!


Start streaming!