Enterprise Before SMB

A discussion between Shaan Puri and Sam Parr about the best go-to-market strategy for new retail technology, specifically focusing on whether to target enterprise or small/medium businesses (SMB).

Key Points:

• Enterprise-First Approach is Preferred:

  • Large retailers think more strategically about innovation
  • Efficiency gains mean more at scale
  • Can mandate rollouts across their organization
  • Have dedicated innovation departments/labs (e.g., Walmart Labs, HEB innovation lab)

• Why SMB is Challenging:

  • Door-to-door sales is inefficient
  • Small retailers often don't prioritize efficiency
  • Example given: Convenience store owners prefer customers coming to counter for additional purchases
  • Higher friction in implementation and adoption

• Leverage Youth + Success as Advantage:

  • Young successful founders can get meetings with executives
  • Executives want to stay connected to young innovators
  • Quote: "3 out of 20 people who you talk to would give you a chance just because of your success and your age"
  • Can position as bringing fresh perspective to traditional industry

• Strategic Approach:

  • Start with innovation departments at major retailers
  • Use meetings to understand real appetite and concerns
  • Focus on one clear value proposition rather than trying to solve everything
  • Build relationships with decision makers who can champion your product

The speakers emphasize that while SMB might seem easier to start with, the enterprise path, though longer sales cycle, offers better chances of meaningful scale and adoption.