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MISKAT MILU
Apr 13, 2022
In Welcome to the Forum
If you want to build a B2B SaaS business in an already thriving consumer market, you need to do a lot more than hang a new welcome sign on your homepage. The Latest Mailing Database shift from serving only consumers to serving consumers and businesses is massive. The story you tell the market, the competitive moats you build, the pricing models that fuel your growth – everything that got you to where you are needs to be redesigned for your new buyer. It may be the same basic product, but it's a completely different strategy. “The shift from just serving consumers to serving consumers and businesses is huge” For Udemy, investing in a B2B branch seemed too obvious, and too good an opportunity to ignore. Seeing real demand for management courses in their consumer market, the team identified an opening in the market to disrupt corporate training and speculated that employers would be more than willing to pay. So in 2014, the marketplace launched Udemy for Business to Latest Mailing Database acquire companies alongside the nearly two million learners they had at the time. What started out as an experiment has paid off. Today, Udemy claims 80% of the Fortune 100 — America's 100 largest companies by revenue — as customers. In 2019, research firm IDC found that Udemy for Business delivered an 869% return on investment () as well as time savings and increased productivity. And the opportunity ahead is only getting bigger. Analysts estimate that by 2022, the global corporate e-learning market will be worth $30 billion. Growth of the corporate eLearning market At the head of Udemy for Business' customer acquisition machine is their VP of Marketing, Yvonne Chen. When Yvonne joined Yvonne in 2016, the Latest Mailing Database business unit had just 10 people in product, engineering, sales and marketing. Since then, she has helped grow Udemy's B2B SaaS arm to over 5,000 enterprise clients, including Pinterest, Adidas, and General Mills. Our Senior Director of Demand Generation Brian Kotler recently spoke with Yvonne about his experience scaling Udemy for Business. She explains why their success required embracing - not disavowing - the market, what she considers when expanding internationally, and how she leverages feedback loops to balance supply and demand. Listen to the full episode or check out Yvonne's main takeaways below.
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