Summary of Crossing the Enterprise Chasm (Michael Grinich, WorkOS Founder & CEO)

00:00:00 - 00:25:00

Michael Grinich discusses the importance of crossing the "enterprise chasm" in order to be successful in the product category. He provides examples of how this gap has been overcome in the past, and offers advice on how to cross the chasm in your own product.

• 00:00:00 Michael Grinich discusses the "enterprise chasm" - a gap between early adopters and larger enterprise companies. He argues that crossing this gap quickly and efficiently is key to success in a product category. He provides examples of how this gap has been overcome in the past, and offers advice on how to cross the chasm in your own product.
• 00:05:00 The video discusses the challenges involved in crossing the "Enterprise Chasm" and the benefits of doing so. It cites examples of companies that have successfully done so, including Dropbox and Box. It also points out that it is expensive and engineers often do not enjoy building these features.
• 00:10:00 Michael Grinich discusses the challenges of crossing the "Enterprise Chasm" and the need to transition company culture in order to prioritize and build features for enterprise customers. He also discusses the need to split focus between marketing to end users and engineering efforts to create features that are both technically feasible and appealing to buyers.
• 00:15:00 The speaker discusses how enterprise customers want control, visibility, and trust in their products, and how product changes can be generalized across different product domains. The speaker recommends using Splunk for auditing and exporting product data.
• 00:20:00 This video discusses the importance of visibility and control in a company, and how to achieve these goals through starting with an audit log, controlling your product, and filling out one of the surveys available from the vendor security alliance.
• 00:25:00 The speaker discusses ways to get started in the enterprise software market, emphasizing the importance of customer feedback and product iteration. He talks about the importance of building a company that is "enterprise-ready," and suggests that customers may be willing to pay more for products that are already "enterprise-ready."