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Andreessen Horowitz (a16z)

2 resources from Andreessen Horowitz (a16z) we point founders to, and the questions each answers.

✍️ Essay
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Growth+Sales: The New Era of Enterprise Go-to-Market

From Andreessen Horowitz (a16z) by Peter Lauten & Martin Casado ~15 min read

Why we picked it

a16z's framing of how modern enterprise software is sold: bottom-up product adoption layered with top-down sales, using companies like Slack, Stripe, and Atlassian as evidence. Essential context for deciding when and how to add real enterprise selling on top of a product people already use.

  • Winning GTM today combines organic bottom-up adoption with layered top-down sales
  • Don't force enterprise sales onto a product that lacks genuine organic pull
  • Watch engagement data, not just traditional sales metrics, to know when to layer sales
  • The best B2B companies are product-led first and sales-augmented second
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Answers How long is a B2B sales cycle and how do I not run out of money waiting? How do I survive procurement, legal, and security reviews as a tiny startup? How do I price my very first enterprise deal without leaving money on the table or scaring them off?
▶️ Video
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Go-to-Market Boot Camp for Startups: Field Sales

On Andreessen Horowitz (a16z) by Mark Cranney ~45 min

Why we picked it

A seasoned enterprise sales leader gives a crash course on selling into complex organizations like the Fortune 500, including how deals actually get qualified, structured, and closed. The right resource once you're ready to move beyond scrappy founder sales into a repeatable field motion.

  • Enterprise deals need rigorous qualification and a clear map of the buying committee
  • Structure the sales process into defined stages with exit criteria for each
  • Land-and-expand: start with a smaller inside-sales deal, then grow the account
  • Sales process discipline is what makes complex enterprise selling repeatable
Open a16z.com →
Answers Should I use design partners, and how do I structure the deal? How do I survive procurement, legal, and security reviews as a tiny startup?