Enterprise Sales: $6K in SEM to a $300M Revenue Machine

About this episode

Vineet Jain shares his journey of building Egnyte to over $300M in enterprise sales revenue without offering freemium options.

Vineet Jain arrived in the US with $100 and built Egnyte to over $300M in enterprise sales revenue - without freemium. While Box and Dropbox gave products away and raised billions, Vineet charged from day one. His first enterprise sales pipeline started with $6,000 in SEM. It took 12 years to hit $100M - then just 3 more to reach $300M. You will learn why enterprise sales can outperform freemium in crowded markets, how to land Fortune 86 enterprise customers as a 12-person startup through B2B sales discipline, and the inside sales strategy that kept cost of acquisition low while scaling to 400 staff selling to enterprise. Vineet Jain is the co-founder and CEO of Egnyte, a content collaboration and security platform with 23,000 enterprise customers and 1,400 employees. Egnyte has raised just $137.5M with no funding since 2018. In 2016, Gartner named Egnyte a leader alongside competitors that had raised billions more. This episode is brought to you by: 🌎 ThreatLocker → Book a demo 🔑 Key Lessons 🏢 Enterprise sales can outperform freemium: Egnyte refused to offer free tiers while competitors gave products away and raised billions. Charging from day one built a sustainable B2B…

People in this episode

Host: Omer Khan

Guest: Vineet Jain

Topics covered

• enterprise sales
• B2B sales
• startup growth
• marketing strategy
• revenue generation
• customer acquisition

Keywords

• enterprise sales
• Egnyte
• B2B sales discipline
• search engine marketing
• customer acquisition cost
• Fortune 86
• scaling startups

Sponsors

ThreatLocker

Mentioned in this episode

Organizations: Egnyte, Box, Dropbox, Gartner

Places: US

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