Growth, Sales, and a New Era of B2B

Traditionally, consumer companies have had viral growth and network effects, while enterprise companies have been built brick by brick and sale by sale. But a new wave of B2B companies — Dropbox, Twilio, Atlassian, SurveyMonkey, GitHub — show that recently enterprise businesses have started to look a lot more like their consumer counterparts.

In this keynote talk from 4YFN 2019 in Barcelona, a16z General Partner Martin Casado explains the new enterprise go-to-market combination of bottoms up growth and traditional sales that is changing both the enterprise business model and the technology it sells.

[mhausenblas]

Having worked myself in two B2B startups myself, I'm on board with Martin's hypothesis. I'm a little unsure if there's a slight misunderstanding of OSS, though (it's not a business model but a way to collaborate and distribute software), but other than that, good insights.

[osamaa.h.altameemi]

Super deep talk, thx a ton. But how to accommodate those two models to developing countries i.e., countries that are just starting to adapt online payments and localized apps.

[ethanjyx]

amazing talk. i didn't look at b2b in this way.

[grildcheez]

What is growth? Isn't sales, growth? Great talk but it would be superhelful to clarify what "growth" is in this context?

[SuperKillaki]

How do you get growth in B2B without having to go through IT security and business buy in hurdles to secure pilots. Web apps circumvent the need for this but if you want to sit on the employees desktop you kind of need all the approvals. Any views would be most welcome!

[andrewm]

Great video, looking forward to seeing more from your channel!

[gabrielfurlong]

COn usuarios que no paguen, ¿como puede darse ranto para que crezca la base pero que pueda sostenerse ?

[facundomiranda]

Great Talk Martin! If i got it well, the "million" ( or "billion") dollar question is : how do you build extra value through complexities in your product so your new users start paying for that added value, making your sales grow paired to your user base's growth.

[sand-sun-and-rum]

14 thousands video views and not one LIKE or DISLIKE. Did YouTube follow Instagram's lead and remove like visibility?

[NicolaHartman-ep]

Wilson Jennifer Johnson George Miller Charles

[curtiswilliams]

Dudes boring. Content decent. But yawn