With a centrally managed enterprise account, employee accounts are deactivated as soon as they leave, ensuring information stays within the company. When people use Lucidchart on their individual accounts, they take all that data with them when they leave the company-that makes it difficult for the company to ensure no proprietary data is leaked. Second, an enterprise account provides peace of mind for IT with what we call document retention. First, the consolidated diagramming experience is completely controlled by the company and offers integrations for secure logins. We have found that there are a couple of key pain points that our enterprise solution solves for them. The second group we work with is the IT buyer. Putting everyone on the same system helps streamline communication and increase collaboration. For instance, we offer free view-only users for the entire organization on an enterprise account, which allows anyone at the company to view the diagrams and collaborate more effectively. We also show them how we provide a variety of other features that can benefit the company itself.
We tell them that they no longer have to convert diagrams into other formats to be compatible across operating systems- they can just work with their colleagues on the same online platform without emailing versions of diagrams back and forth. You’d be surprised by the number of applications being used in an organization for the same purpose, whether it be Visio, deployments that work on Mac, or other long-tail diagramming applications.
The value to the end user is a consolidated diagramming subscription. We split the value proposition into two groups. How does it work when you’re convincing them to buy the enterprise version? What do the teams get out of it? Lucidchart Interface Let us talk more about your value proposition.
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We teach them how to make sure that our platform is being used in the most appropriate and secure way within their organization. But, when we first talk to the management, we try to solve the problem of shadow IT. The value proposition to the end-user varies from sales to business operations to network engineering. We tell them why as a company, they should move to enterprise and scale the platform across verticals.
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Our points of contact are mainly the directors of IT or software asset management teams. Our team then calls key stakeholders, sells the enterprise version, and rolls it out to the users. We leverage the fact that the company already has so many employees using Lucidchart to diagram processes, systems, or networks that are proprietary to the company. For instance, there may be about 15-20 paid or free users of our product within a company. Our freemium model definitely gives us an advantage because we already have employees within companies that are using our product.
Cook joined Lucidchart over four years ago.Īs part of our Secret Sauce to Sales by Freshsales interview series, we sat down to discuss his journey in building Lucidchart’s sales organization from the ground up and scaling to an enterprise model with his team.Ĭonsidering Lucidchart runs on a freemium model, how do you pitch the product and scale it to an enterprise model? He started out in technology investment and then worked with Polaris Venture Partners and earned his MBA from Harvard.
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