With over $2 billion invested in New York-based enterprise startups from local and West Coast VCs to date, it is clear the New York City enterprise ecosystem is thriving.
Lacking, however, has been a forum to bring together these incredible enterprise founders from all stages in New York City to learn from one another and to openly share the mutual challenges they face.
To address this, we recently hosted the first-ever NYC Enterprise CEO Summit here at Work-Bench, with our co-host Battery Ventures.
It was an exceptional enterprise brain trust, with over 60+ New York City-based enterprise technology CEOs from all stages, ranging from early-stage startups to the highest-valued enterprise tech companies in NYC. The quality of conversations, the caliber of leaders, and their experiences were unparalleled. As Jon said, it was "pure enterprise heaven."
From hiring and building culture, to both bottoms up and top down selling, to considering M&A and IPO preparedness, we heard thoughtful discussion, mutual revelations, and candid advice from some of NYC’s top CEOs at companies like MongoDB, Sprinklr, Datadog, and more. See below for a quick overview of each panel, and make sure to watch the videos in their entirety.
The Hard Things About Hard Things - People & Culture
Our Co-founder and Community Director at Work-Bench, Jessica Lin, kicked off the morning moderating a panel on hiring, growing, and maintaining a culture, with Daniel Chait (CEO, Greenhouse) and David Politis (CEO, BetterCloud). In keeping with the theme of the panel, Daniel and David dove into the specifics of dealing with people and maintaining culture as you scale, like when to start thinking about culture manifestos, why you should establish user manuals, when you should kill all-hands meetings, and what the Dennis Rodman rule is.
Bottoms Up Selling: Cookies, Kittens, and Crack
For the second panel of the day, Battery Ventures' Rebecca Buckman moderated a panel on bottoms up selling, with Clark Valberg (CEO, InVision) and Olivier Pomel (CEO, Datadog). If you’re taking a bottoms up approach to sales, see why Clark and Oliver suggest using your existing product to upsell and making sure you can gain momentum with a product that can go viral. And the best part, a new framework for thinking about marketing: cookies (free stuff), kittens (blog posts), and crack (moonshots).
Top Down Selling: Pricing Is a Value Optimization Exercise
Cracking open a beer, Neeraj Agrawal of Battery Ventures moderated the third panel on top down selling, with Ragy Thomas (CEO, Sprinklr) and Amir Orad (CEO, SiSense). If your company relies on top down selling, watch below to see why retention is key to ARR, why price denotes value, and why you need to weed out customers that aren’t worth your time or seriously interested.
Act Like a Public Company Before You Become One
Last up for the day, Qatalyst Partners’ Anand Subramanian talked M&A and IPO Preparedness, with Dev Ittycheria (CEO, MongoDB) and Lonne Jaffe (Former CEO, Syncsort). When preparing for an M&A or eventual IPO, you need to make the right technology choices, take a haircut to get rid of deferred revenues, and make sure your IP is in order. And remember, 90% of value creation occurs post IPO. See what Dev and Lonne have to say below.
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