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Moved up market and started selling to enterprise. Go where the money is.



I'm in the process of doing this now with my first enterprise meeting coming up this week.

Could you share more insight on the shift from D2C to B2B? What challenges did you face while making this transition and how did you combat them?


The hardest thing is product. If you are starting with a product that is focused on non-enterprise users, you aren't going to have product on day one, and often what enterprises need is quite different from what startups or indies or consumers need. So, step one is doing a lot of discovery and talking with the market to figure out what to build.

Beyond that, scaling up a GTM engine (sales, marketing, customer success, etc) is a multi-year effort but it's a bit more formulaic than product, so there are a lot of resources and people out there you can hire to help you with that. Not a strength of mine so I lean on our COO and the rest of the team for that part so I can focus on product.




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