When we started Egnyte, the target market was SMB - defined as 1-99 person companies. Within a short span, building on the initial successful adoption, we expanded that to 1-500 person companies.
For the past few months, we have been signing customers which are departments within large enterprises. For example, we recently closed a 500 seat deal. Interestingly, we never directly marketed to companies of this size, yet they found us. Seems like a confluence of three factors - better awareness of Egnyte, increasing comfort with cloud based infrastructure solutions (Egnyte On Demand File Server) and the economy - working in favor of subscription based services i.e. conversion of capex dollars to opex dollars.
Also, the local cloud solution that was launched in mid February of this year, providing the comfort of having a local copy of data for that "just in case" concern, is working well for us.
Friday, April 17, 2009
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4 comments:
I think there is another aspect - price! The product that I manage is ALWAYS marketed to SMB (albeit up to 1000 users) yet 50% of our sales are into Enteprise accounts.
Enteprise customers don't always need the biggest most feature rich product.
Right, in today's econony small and mid sized company's are looking for quality product that perform their most essential functions reliably. Egnyte offers the most important services. Why would I pay more for a different product that had a bunch of pointless features?
I prefer a product that gets the job done for the best price, that is a standard business practice that makes a lot of sense to follow. Excess and useless features are not what customers are looking for.
I think that the new economy will mosrt assuredly change the way enterprise businesses adjust their buying patterns. A few quality feautures as much better than a large quantity of useless features.
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