Video · ~45 min

Go-to-Market Boot Camp for Startups: Field Sales

Mark Cranney · Andreessen Horowitz (a16z) Free Advanced

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 on a16z.com ↗

It answers 2 questions

  1. Should I use design partners, and how do I structure the deal?
  2. How do I survive procurement, legal, and security reviews as a tiny startup?

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  4. A16z's framing of how modern enterprise software is sold: bottom-up product adoption layered with top-down sales, using... Andreessen Horowitz (a16z) Essay · ~15 min read Growth+Sales: The New Era of Enterprise Go-to-Market Peter Lauten & Martin Casado
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