In-depth, one-on-one conversations with founders, CEOs, and makers. The journey, lessons learned, and the struggles. Let’s do this! Host Adam Stacoviak dives deep into the trials, tribulations, successes, and failures of industry leading entrepreneurs, leaders, innovators, and visionaries.

Selling to Enterprise

May 05, 2023 2:02:57 118.27 MB Downloads: 0

This week Adam is joined by Michael Grinich, Founder & CEO at WorkOS. Michael shares his journey to build WorkOS, what it takes to cross the Enterprise Chasm, and how he’s building his sales organization for growth.

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Featuring:

Show Notes:

Something missing or broken? PRs welcome!

Timestamps:

(00:00) - This week on Founders Talk
(00:44) - Sponsor: Sentry
(03:08) - Start the show!
(03:51) - Where do we begin?
(11:55) - Digging into Nylas
(15:05) - Does WorkOS flatten the market?
(16:31) - Box vs Dropbox
(22:39) - Sponsor: Postman
(25:27) - How do you position WorkOS?
(27:38) - Low hanging fruit integrations
(33:13) - Keeping in touch with customers
(39:54) - Is "Enterprise" boring?
(44:14) - PLG or sales-person driven?
(50:25) - Adam loves sales
(57:55) - Is Michael good at sales?
(1:06:43) - Giving up your Lego
(1:14:26) - Being content with where you are
(1:24:14) - Sponsor: DevCycle
(1:27:01) - The downs
(1:40:33) - Who can you emulate?
(1:50:20) - That was the best I could do
(1:53:34) - They like you Michael, hiring?
(1:58:35) - We've come along way from SAML
(2:01:22) - Up next