Enterprise Sales

Enterprise motion for vertical SaaS: multi-threaded deals, procurement and security cycles, and the AE plays that land six- and seven-figure contracts.

• Article: Outcome-Based Pricing for Vertical SaaS: The Complete Guide

  How outcome-based pricing works in vertical SaaS: why it's replacing per-seat models, which archetype breaks first, and how to transition safely.

• Article: The AI-Native GTM Stack: A Field Manual

  How to build a GTM stack that's designed for AI from the foundation up, not bolted on after. Covers data, signals, enablement, orchestration, and measurement.

• Article: Clio GTM Strategy: How Legal Tech's Leader Was Built

  How Clio's GTM strategy built legal tech's category leader: community, a partner ecosystem, and vertical focus that carried it to a $3B valuation.

• Article: Toast GTM Strategy: Building the Restaurant OS

  How Toast's GTM strategy turned a restaurant POS into a vertical operating system through field sales, hardware, and embedded payments at scale.

• Article: Veeva GTM Strategy: Building the Life Sciences Cloud

  How Veeva built a life sciences cloud category by solving problems that matter to pharma. A case study in vertical GTM strategy and category creation.

• Article: Guidewire GTM Strategy: Owning Insurance Core Tech

  How Guidewire's GTM strategy made it the core-systems standard for P&C insurers through implementation depth, regulatory mastery, and land-and-expand.

• Article: Rippling GTM Strategy: The Compound Startup Play

  How Rippling built an HR tech unicorn by using employee data as the system of record, then expanding through adjacent products in one platform.