Hi and welcome to the A16Z podcast. I'm Hannah, and today we're talking about another aspect of growth.

This episode is about the growth typically attached to bottoms up consumer companies, but that's now more and more showing up in enterprise.

So what does that more bottoms up growth for enterprise look like? How does it affect company building?

How does it change how we evaluate growth? And what do we look at?

Joining us to talk about the tactics and questions we should be thinking about in this

kind of hybrid scenario, our A16Z general partners, Martine Casado and Andrew Chen, and Russ

Hedleston, CEO and co-founder of Dox End.

The first voice you'll hear is Martine, followed by Russ, and then Andrew.

Let's start with a super basic question, which is what exactly are you starting to see happen

with this shift in enterprise?

So traditionally in the enterprise, you'd build a product and that product would be informed

by your knowledge of the market.

And then once that product was ready, you'd go ahead and sell it by hiring salespeople,

and the salespeople would go directly engage.

You'd probably do some sales-led marketing where maybe the salespeople would go find

the customers or you'd have some basic marketing to do it. But like the majority of the go-to-market

effort in the early days was this kind of direct sale. And we're seeing kind of this huge shift,

especially in SaaS and in open source, where companies establish massive market presence

and brand and growth using these kind of more traditional consumerish growth motions.

And then that very seamlessly leads into sales and often a very different type of sale.

And so I think a lot of people in the industry

are on their heels, both investors and people that have started companies in the enterprise

...