Why do most SaaS companies get positioning wrong when moving… | Praveen Das

Why do most SaaS companies get positioning wrong when moving… | Praveen Das

Why do most SaaS companies get positioning wrong when moving upmarket? Teams think moving upmarket = bigger logos, longer sales cycles, and higher ACVs. But here’s what no one tells you about the shift: 1. Your best SMB messaging can hurt you. Enterprise buyers don’t care about your “fastest setup” or “lowest cost.” If speed and price are your differentiators, you’re instantly seen as a low-end tool. 2. Features don’t sell. SMBs buy based on functionality. Enterprises buy based on org-wide impact, compliance, and risk reduction. If your pitch is still “Look what we built,” you’re stuck in SMB land. 3. Your website & ads are probably pushing big buyers away. Most SaaS teams tweak their sales deck but forget their public-facing messaging.  If your homepage still speaks to scrappy startups, you’ll never land a Fortune 500. 4. Your CEO’s role in positioning changes drastically. SMB founders drive sales by being visible and hands-on.  Upmarket, the founder needs to be a thought leader, not the default salesperson. If you’re thinking, “So how do we actually reposition the right way?”, we’ve got you. On April 10th, 12 PM CST, I’m hosting a deep dive with Anthony Pierri :guitar: on: - How to test your positioning before going all in - A playbook for transitioning from SMB → Mid-Market → Enterprise - A framework for balancing specificity vs. broad appeal Join us for real lessons from SaaS companies that nailed the move upmarket.

www.linkedin.com