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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: B2B SaaS Sales: Landing 20 Fortune 100 Companies
Description: Grant Miller sold his first startup for millions just nine months after launch. Now he is building Replicated, a platform that helps enterprise SaaS companies deploy behind corporate firewalls. His B2B SaaS sales strategy has already landed 20 Fortune 100 companies in just 18 months.
Grant reveals why chasing Slack and Dropbox for B2B SaaS sales was a mistake - they were too large and risk-averse. Replicated's real traction came from mid-stage developer tools like Travis CI and npm. He also built EnterpriseReady.io, an open-source guide covering the 11 features every enterprise SaaS product needs, which became a...