with Martin Casado (@martin_casado), Andrew Chen (@andrewchen), Russ Heddleston (@rheddleston), and Hanne Tidnam (@omnivorousread)
What happens when the bottoms up, organic growth usually associated with consumer companies starts to go.... enterprise? Part of our continuing podcast series (you can listen to part one on user acquisition and part two on engagement/retention) on growth, this episode explores the increasing trend of enterprise growth shifting to be more "bottoms up" -- with a16z general partners Martin Casado and Andrew Chen, and DocSend CEO and co-founder Russ Heddleston, in conversation with Hanne Tidnam.
So what exactly does more bottoms up growth for enterprise look like? And then how does organic growth map into the direct sales model we traditionally see in enterprise? How does it affect company building overall? What changes in how we evaluate growth, what do we look at... and how can those two different models work best together?