SaaStr 096: How To Sell SaaS To Fortune 500s, What Drives Decision-Making In Large Corporates & Why Enterprise Is Middle Up Not Top Down with Jonathan Lehr, Co-Founder @ WorkBench

Jonathan Lehr is the Co-Founder and Managing Director of Work-Bench, where he focuses on early stage enterprise technology investments in areas including big data analytics, machine learning, data-defined security and more. Prior to Work-Bench, Jon founded the NY Enterprise Technology Meetup in January 2012 and organizes monthly meetups of the 5,000+ person group as a way to promote collaboration for the enterprise tech ecosystem in New York. Jon has also worked at Morgan Stanley on the Office of the CIO team in IT. In that capacity, he partnered with internal technology clients to facilitate the selection and on-boarding of emerging technology vendors. He has also written about enterprise technology trends for publications such as The Wall Street Journal’s CIO Journal and TechCrunch.

In Today’s Episode You Will Learn:

  • How did Jonathan make his way into the world of enterprise investing with WorkBench?
  • Jon has previously said that enterprise tech is like chess, so what are the rules to play by? What can startups do to increase their chance of winning the game?
  • How can startups build scalable and natural relationships with decision makers in large enterprise clients? What are the fundamentals to doing this successfully? What does this conversation look like?
  • What does the buying decision making process look like in large corporates? How does that differ from space to space? How does that affect the sales cycle?
  • Why is NYC the best place in the world to start an enterprise tech company? What are the pros and cons of being in NYC?

60 Second SaaStr

  1. Greenfield opportunities in enterprise technology?
  2. What does Jonathan know now that he wishes he had known at the start?
  3. Jonathan’s fave SaaS reading material?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings

SaaStr

Jonathan Lehr

The Official Saastr Podcast: SaaS | Founders | Investors

The Official Saastr Podcast is the latest and greatest from the world of Saastr, interviewing the most prominent operators and investors to discover their tips, tactics and strategies to attain success in the fiercely competitive world of SaaS. On the side of the operators, we centre around getting from $0 to $100m ARR faster, what it takes to scale successfully and what are the core elements of hiring. As for the investors, we learn what metrics they hone in on when examining SaaS business, what type of metrics excites them and what they look for in SaaS founders.

Business
Technology
Business
Business/Investing

More episodes

1.
26:34
The Official Saastr Podcast: SaaS | Founders | Investors
26:34
SaaStr 163: Scaling Zapier to $35m in ARR with Just $1.3m in Funding &Why Most Founders Should Ignore Fundraising & How To Harness The Power of Completely Remote Teams with Wade Foster, Founder & CEO @ Zapier
Feb 19, 2018
2.
28:38
The Official Saastr Podcast: SaaS | Founders | Investors
28:38
SaaStr 162: How To Achieve True Virality in SaaS with $0 CAC, Why Customer Success Is The New Marketing & How To Optimise Remote and Contract Workers with Olof Mathé, Founder & CEO @ Mixmax
Feb 12, 2018
3.
32:33
The Official Saastr Podcast: SaaS | Founders | Investors
32:33
SaaStr 161: Brad Feld on Structuring Your SaaS Startup For Scalability, How The Role Of CEO Should Adjust To The Growth Of The Organisation & What Makes The Most Effective Board Members
Feb 5, 2018
4.
29:35
The Official Saastr Podcast: SaaS | Founders | Investors
29:35
SaaStr 160: Why People Over Index Culture Fit, How To Hire Through Market Cycles & How To Balance The Assessment of Output vs Input with Mark Mader, CEO @ Smartsheet
Jan 29, 2018
5.
28:58
The Official Saastr Podcast: SaaS | Founders | Investors
28:58
SaaStr 159: Why CAC/LTV Is Not The Guiding Metric In SaaS, How To Build An Inside Sales Team From Scratch & Why SMB Up Is The Right Way with Fred Shilmover, Founder & CEO @ InsightSquared
Jan 22, 2018
6.
30:30
The Official Saastr Podcast: SaaS | Founders | Investors
30:30
SaaStr 158: 3 Core Skills of The Best Performing SaaS CEOs & The Inflection Points In The Scaling of SaaS Teams & How To Mitigate Them with Mike McDerment, Founder & CEO @ Freshbooks
Jan 15, 2018
7.
26:16
The Official Saastr Podcast: SaaS | Founders | Investors
26:16
SaaStr 157: MuleSoft Founder, Ross Mason on How Unbundling to A SaaS Platform Alters Revenue, Org Structure and Product Roadmap, Why Moving To Silicon Valley Was Fundamental For Mulesoft &Why Startups Can No Longer Own The Entire Customer Lifecycle
Jan 8, 2018
8.
46:12
The Official Saastr Podcast: SaaS | Founders | Investors
46:12
SaaStr 156: Most Downloaded SaaStr of 2017: David Skok, General Partner @ Matrix Partners
Dec 18, 2017
9.
30:05
The Official Saastr Podcast: SaaS | Founders | Investors
30:05
SaaStr 155: Intercom Co-Founder, Des Traynor on Constructing The Right Brand Architecture, The Right Way To Integrate Customer Feedback Into Product Roadmap & Why There Is An Inverse Correlation Between Quality & Market Size
Dec 11, 2017
10.
28:55
The Official Saastr Podcast: SaaS | Founders | Investors
28:55
SaaStr 154: Why The Rule of 40 Is Wrong, Why Growth Does Matter More Than Profitability & Why Every First Hire In A Function Must Be A Swiss Army Knife with Greg Sands, Founder & Managing Partner @ Costanoa Ventures
Dec 4, 2017