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The Influence of the Consumer on Enterprise SaaS with Brianne Kimmel and Josh Stein

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December 05, 2018 10:00

00:00 / 73:38

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Joining Erik for this episode are Brianne Kimmel (@briannekimmel), investor,
advisor and Village Global Network Leader as well as Josh Stein (@dfjjosh),
partner at DFJ. They start off by discussing the "consumerization of
enterprise SaaS." More and more frequently new software is implemented at
enterprises because ordinary employees use a service as a consumer and
advocate for its use within the company. Brianne and Josh talk about why the
enterprise is such a different animal compared to consumer SaaS and the
challenges that fact presents for young founders. Josh tells the story of
Aaron Levie, who was only 20 when Josh backed him at Box and had not only not
sold to the enterprise but had never worked in a big company. They discuss how
the SaaS landscape has changed, including why $50-100M in revenue isn't enough
to go public and why investors are now looking for companies doing at least
$1B in revenue. Brianne and Josh also point out the uniqueness of Silicon
Valley, and caution that founders from the Bay Area both underestimate the
amount of Microsoft lock-in outside the Bay and overrate the impact of the
traction they can get by selling to other startups within Silicon Valley. Erik
asks where the opportunities are in SaaS and enterprise, whether it's better
to have a vertical or horizontal SaaS company, and where the market is
oversaturated. Josh also explains why he says that AI is actually underhyped.
Thanks for listening — if you like what you hear, please review us on your
favorite podcast platform. Check us out on the web at villageglobal.vc or get
in touch with us on Twitter @villageglobal. Venture Stories is brought to you
by Village Global and is hosted by co-founder and partner, Erik Torenberg.
Colin Campbell is our audio engineer and the show is produced by Brett
Bolkowy. Read more
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