Founding AE - CAD software, new enterprise product roll out

Question

Hey everyone,

I'm starting a new position as a founding AE tasked with helping their new enterprise product roll out towards April. Currently it's been running off of PLG and inbounds, smaller deal sizes 5-10k.

This enterprise motion will be around 20k per seat, aiming to be around 100k acv. There's decent pipeline already with current customers very interested.

What would your advice be for a 30-60-90 for me? Also any creative advice for people who have been in my shoes with a new first time enterprise product rolling out.

Cheers!

-J

Accepted Answer

Have you rolled out a product to the Enterprise segment before?

Answer

The CAD market is saturated and engineers are pretty loyal to the systems they are familiar with.  What is different about what you’ll be selling that would make them even consider changing?

Answer

Who are you targeting that is going to pay $20k per seat when they can go get Autodesk for $2K now? Manufacturers or large GCs?  Are you calling on an area or national?

Answer

I'd keep your resume updated for 30-60-90. Many of us in the WR have seen the "Founding AE taking 5k product to Enterprise!" turn into a shit show. My $0.02, you want to be the third/fourth AE taking a brand new product to market in the Enterprise space, most companies churn through 4-10 reps before figuring it out and scaling out the team.

Justin Schmitt

Founding AE - CAD software, new enterprise product roll out

7 comments

Justin Schmitt

Founding AE - CAD software, new enterprise product roll out

7 comments

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