Zoom
A simple meeting experience fed distinct self-serve, inside-sales and field-sales routes
Source-backed brief 3 sources
GTM pattern · 18 company GTM examples: Enterprise sales.
Across companies.
18 companies, all source-backed briefs. Also classified Human Led 18, Partner Led 15, Product Led 5, Marketing Led 4. [Inference] These companies share a research classification. The details and boundary conditions vary by segment and period.
Often appears with Land and expand (8) Technical proof of value (3) Developer tools and communities (2) Open source (2) Platform expansion (2) Sales enablement (2)
18 companies classified under Enterprise sales
Coupa
[Inference] Move upmarket when the problem is valuable but small contracts cannot fund the sale
Source-backed brief 4 sources
Zuora
[Inference] Create a business-model category, then build the field organization to implement it
Source-backed brief 5 sources
Medallia
[Inference] Win a demanding vertical, then sell the operating system for acting on feedback
Source-backed brief 4 sources
Microsoft
[Inference] Sell through the machine maker, then make deployment partners part of the revenue system
Source-backed brief 6 sources
Sprinklr
[Inference] Start with global brands whose social complexity makes a platform worth buying
Source-backed brief 5 sources
SentinelOne
[Inference] Combine enterprise sellers with a channel that can deploy and operate the product
Source-backed brief 4 sources
Wiz
[Inference] Make the proof of value fast enough for an enterprise champion to see risk immediately
Source-backed brief 4 sources
UiPath
[Inference] Turn a customer’s unexpected use case into a trained global implementation ecosystem
Source-backed brief 8 sources
Highspot
[Inference] Win content adoption, then connect enablement to revenue performance
Source-backed brief 6 sources
Seismic
[Inference] Take a tiny contract inside a very large account, then earn the expansion
Source-backed brief 4 sources
Clari
[Inference] Follow the budget owner from rep productivity to forecast accountability
Source-backed brief 6 sources
Dynatrace
[Inference] Rebuild the platform, then sell enterprise-wide value through direct and partner teams
Source-backed brief 5 sources
Abnormal Security
[Inference] Bring an outside technical advantage, then hire the domain expertise needed to sell it
Source-backed brief 6 sources
Armis
[Inference] Use trusted customer access to reveal unmanaged assets, then expand into operational risk
Source-backed brief 6 sources
Red Hat
Commercial distribution made Linux accessible; subscriptions made it operable for enterprises.
Source-backed brief 5 sources
Kong
Open-source production use created an urgent support sale before a formal commercial product existed.
Source-backed brief 4 sources
Olo
Sell at the restaurant-brand level, then deploy across the network
Source-backed brief 1 source