Transitioning from SMB to Enterprise: The Concept of Downmarket

This week on How To Win: Vinay Patankar of Process Street, a workflow management software company. You'll hear why they didn't monetize for the first 2 years, how going upmarket increased retention and revenue, and why they focused the product on specific use cases.

Key Points:
01:15 Identifying market need from personal frustration
03:00 Deciding not to monetize for 2 years to optimize fundraising
06:15 Recognizing larger customers have higher retention and expansion
07:00 Transitioning from SMB to mid-market and enterprise
14:30 Having over 50% of revenue from inbound channels
15:00 Needing specialized use cases to differentiate amid competition
19:00 Advising founders to get very clear on product and go-to-market strategy

Mentioned:

Process Street
https://www.process.st/

Vinay Patankar's Linkedin
https://www.linkedin.com/in/vinaypatankar

Vinay Patankar on X
https://twitter.com/vinayp10?lang=en

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