A podcast about startups and their journeys moving up-market to serve enterprise customers.
Building Successful Developer Products in a Crowded Landscape
In this episode, WorkOS CEO Michael Grinich and Cockroach Labs Co-Founder and CEO Spencer Kimball discuss the importance of execution over ideas, the need for exploratory sales in early GTM teams, and leveraging technical content to target developers.
Adapting Open Source Developer Products for Commercial Enterprise
In this episode, WorkOS CEO Michael Grinich and HashiCorp Co-Founder and CTO Armon Dadgar discuss open core strategy, the challenges surrounding cloud-based product adoption for traditional enterprise, and the evolution of enterprise commercial structure.
Balancing Self-serve and Sales-lead Outbound for Developer Products
In this episode, WorkOS CEO Michael Grinich and former CRO at Segment Joe Morrissey discuss how to layer in an outbound sales motion on-top of a self-serve motion for developer products, the advantages of leveraging an early sales team in product development, and usage-based vs. pre-bought consumption pricing.
The Critical Role the Developer Plays in Winning Enterprise Deals
In this episode, WorkOS CEO Michael Grinich and Flatfile CEO and David Boskovic discuss how to foster the developer champion, the critical role they play in winning enterprise deals and how building “hero features” changes the enterprise buying cycle.
Shaping Product for Enterprise
In this episode, WorkOS CEO Michael Grinich and former Github VP of Worldwide Sales Paul St. John cover how the Github sales team lead the open source software to enterprise sales. They also talk about how social coding changes workflows for the better, and how a sales team can be instrumental in driving product market fit.
Scaling Teams for D2D: Developer-to-Developer Tools
In this episode, WorkOS CEO Michael Grinich and former Stripe COO and author of 'Scaling People' Claire Hughes Johnson cover how the early Stripe team navigated explosive growth, both from a product and people perspective.
How compliance and customer trust will grow your business
In this episode, WorkOS CEO Michael Grinich and Drata's CTO Daniel Marashlian talk about security, compliance, and startup growth.
How focusing your efforts on the correct buyer persona will scale your business
In this episode, WorkOS CEO Michael Grinich and Vinay Hiremath who's the Co-Founder, CTO, and VP of People at Loom, talk about Loom's journey.
Building the Next Generation of Developer Tools
In this episode, WorkOS CEO Michael Grinich and PlanetScale's CEO Sam Lambert discuss how to build an exceptional Developer experience that enables Software Development teams of all sizes. And how to do it in a way that a developer who is at the absolute bleeding edge, hottest startup can use the same technologies as someone who is at a hundred-year-old company that is revolutionizing their technology.
What is good for the Developer IS good for Enterprise
In this episode, WorkOS CEO Michael Grinich and Netlify Co-founder, chief strategy, and creative officer Chris Bach cover balancing between building for developers and building for Enterprise customers.
Grow Your Business Through Community, with Notion CRO Olivia Nottebohm
In this episode, WorkOS CEO Michael Grinich and Notion CRO Olivia Nottebohm cover how businesses can create engines of community-led growth for their products. They also talk about customer advisory boards, cultivating an ecosystem, and customer communication.
Prepare to Sell to Enterprises After Finding Product-Market Fit, with Superhuman CEO Rahul Vohra
In this episode, WorkOS CEO Michael Grinich and Superhuman CEO Rahul Vohra cover what happens after a company finds product-market fit: getting Enterprise Ready. They also talk about when to hire a sales team, how to scale up high touch onboarding, and the philosophy driving a product that hundreds of thousands of people are on a waitlist for.
Identifying the Right Customers to Serve, with Ramp CEO Eric Glyman
In this episode, WorkOS CEO Michael Grinich and Ramp CEO Eric Glyman cover how to choose the right customers to serve. They also talk about organizational speed, why sales and support need to stay connected, and how Ramp expanded from corporate cards into a financial automation platform.
Understanding Users and Choosers through Customer Advisory Boards, with Slack VP Ilan Frank
In this episode, WorkOS CEO Michael Grinich and Slack VP Enterprise Product Ilan Frank cover Slack’s multi-year journey to get Enterprise Ready. They talk about building out the enterprise product roadmap, how Slack set up its customer advisory board, and Slack’s enterprise team structure.
Dive Deep Into Go-to-Market Strategy With Webflow CTO Bryant Chou
In this episode, WorkOS CEO Michael Grinich and Webflow CTO Bryant Chou cover an enterprise go-to-market strategy for product-led growth SaaS companies. They also talk about product-market fit, discerning between consumer customers and enterprise customers, and experimenting with the enterprise sales motion.
Blend Developer Experience and Enterprise Sales, with Vercel CEO Guillermo Rauch
In this episode, WorkOS CEO Michael Grinich and Vercel CEO Guillermo Rauch cover how developer-focused businesses can get Enterprise Ready. They also talk about enterprise sales, customer success, and security.
Breeze Through SOC 2 Compliance, with Vanta CEO Christina Cacioppo
In this podcast, WorkOS CEO Michael Grinich and Vanta CEO Christina Cacioppo cover how businesses can unlock new markets and accelerate deals with SOC 2 compliance. They also talk about bug bounties, security practices, and enterprise sales.