Early enterprise reps need clear lines into product, leadership and legal, and should be judged on capturing voice-of-customer information rather than ROI. Listen
Kevin Egan said early enterprise reps need a clear line of communication into product, company leadership and legal. He said their ROI may be questionable, but what matters is whether they are the best communication avenues and can capture voice-of-customer information that helps the company decide whether going upstream is worthwhile.
“when you decide to go upstream you are starting over you almost need like a little seed funded team”
Listen to the episode Episode Strategy & market Link to this
From How to Take Your Sales Playbook Upstream w/ Kevin Egan (Head of Global Enterprise Sales, Atlassian).