Dear SaaStr: How Do You Sell When They Ask for Critical Features You Don’t Have Yet?
This is indeed the art of enterprise sales. 🙂
Marc Benioff and his team were legendary at this. Many seasoned enterprise sales execs are good at it, too. We’ve all been there in the early and even middle days.
The key is simply to acknowledge the gap — and if you are willing, commit to building what the customer needs within X months.
Enterprise customers are used to this. Sometimes, they will bite and agree. Other times, they’ll need more proof.
But it’s worth a shot if (x) you fill 90%+ of their need as is and (y) they also believe you to be the overall vendor of choice. They’ll often wait for one feature gap to be solved. If you really commit.
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Jason Lemkin, Khareem Sudlow
