How to Sell Your SaaS Into Enterprise Compliantly

SaaS Minds

In this episode of SaaS Minds, Aman, Head of Growth at Nuoptima, is joined by Deepak, co-founder and CEO of BoxyHQ.

They discuss the ins and outs of selling SaaS compliantly to enterprises. Topics include BoxyHQ's foundation story, the hidden costs and challenges of building bespoke security solutions, understanding compliance and security requirements of enterprise buyers, future trends, and marketing strategies.

Particularly useful for developers or founders considering upmarket shift.

🔍 Timestamps:

00:00 Introduction to the Episode
00:11 Guest Introduction: Deepak, CEO of BoxyHQ
01:14 Understanding BoxyHQ and its Role in the Market
03:36 The Founding Story of BoxyHQ
05:27 The Pain and Cost of Bespoke Security Solutions
07:11 The Dynamics of Development and Sales Teams
13:09 Understanding Compliance and Security Requirements
15:22 The Importance of Enterprise Readiness Features
19:41 Future Trends in Compliance and Security
25:51 Finding the First Customers for BoxyHQ
26:21 Identifying the Problem and Building the Product
26:57 Understanding Customer Needs and Adjusting the Product
28:21 Recognizing Market Signals and Timing
30:30 Balancing Concierge Service and API Development
32:37 The Importance of Content and Community in Marketing
41:07 Transitioning from Developer to CEO
44:36 Security Considerations for SaaS Founders
46:24 Quick Fire Questions

💡 Key Highlights

• What BoxyHQ is, what they do, where they are at in terms of scaling, and their founding story.
• The challenges and pain points he experienced in his previous job moving upmarket to an enterprise sale compared to SMBs and how this led Deepak to create BoxyHQ.
• The hidden costs of building bespoke security solutions.
• Why having compliance features is a no-brainer for enterprise sales, such as ISO 27001 and SOC 2.
• A checklist of standards you need for enterprise sales, like ISO 27001 and SOC 2 frameworks and Enterprise Single Sign-On.
• How Deepak sees compliance and security trending in the future.
• How Boxy found their first few customers.
• How BoxyHQ navigates being a concierge service and an API.
• BoxyHQ’s marketing strategy for 2024.
• Deepak’s top tips for developers looking to become CEOs and advice to SaaS founders regarding security.
• Deepak’s favorite recent read, the entrepreneur or business leader he admires the most, and the best piece of advice he has ever received.

-- LINKS --

► Full Transcript: https://nuoptima.com/saas-podcast/boxyhq-deepak-prabhakara

🔗 Follow Nuoptima:
Aman's LinkedIn: https://www.linkedin.com/in/amangrowth/
Website: https://www.nuoptima.com

🔗 Follow Deepak
LinkedIn: https://www.linkedin.com/in/deepakp/
Website: https://boxyhq.com/

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