Going from Inbound to Outbound: How to Transition from SMB to Larger Customers in SaaS with Duane Dufault

Selling Saas

In this episode, Duane Dufault, talks about the process of going from an inbound, product-led growth SMB type of company to outbound and upstream. He explains the six primary steps to do that, starting with heavy segmentation of the internal customer base to figure out who fits the criteria of larger customers.

He also talks about the importance of creating a more effective sales process to help companies become more profitable as a business. This episode is helpful for B2B SaaS companies looking to optimize their go-to-market strategy.

[00:01:16] Segmentation for larger customers.

[00:02:54] Channel Partnership Program.

[00:05:37] Sales-led outbound approach.

[00:08:08] Upstream enterprise patience.

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