I-Kyber (YC W23) Iqasha Isikhulu Se-akhawunti Yebhizinisi

Kungani Yonke I-Scalling SaaS Startup Idinga Injini Yokuthengisa Yebhizinisi

Kuza isikhashana kulo lonke uhambo lokuqala lapho imikhondo engenayo namademo aholwa ngumsunguli efika esilingeni. Ezinkampanini ezisekelwa yi-Y Combinator kanye nezinkundla ezifakwe i-bootstrap ngokufanayo, ukweqa kusukela ekuthengiseni ama-SMB kuya ekuvaleni izinkontileka zebhizinisi zabantu abayisithupha kungenye yezinguquko ezibalulekile ibhizinisi elingayenza. Ishintsha imephu yomgwaqo yomkhiqizo, ukwakheka kwenhlangano, kanye nendlela imali engenayo ehlangana ngayo. Nokho iningi labasunguli abakubukeli phansi ukuthi ukuthengisa kwebhizinisi kuhluke kangakanani kukho konke okufinyelele kuleli qophelo - nokuthi ingqalasizinda engakanani yangaphakathi okudingeka ibe khona ngaphambi kokuba umphathi we-akhawunti yokuqala yebhizinisi aze abambe ucingo.

Igagasi lakamuva leziqalo ezisekelwa yi-YC eziqasha abaholi bezentengiselwano ngenkuthalo libonisa ukuthambekela okubanzi: imakethe ye-B2B SaaS iyakhula, futhi izinkampani ezake zathembela kuphela ekukhuleni okuholwa umkhiqizo zakha ukuthengisa okuzinikele ukuze zithwebule ama-akhawunti amakhulu. Ukuqonda lokho okudingwa yileli shifu - kusukela ekusetshenzisweni kwamathuluzi kuye esakhiweni seqembu ukuya kumakhenikha - kungasho umehluko phakathi kokukhula okuqhumayo kanye namaphutha abizayo.

Isilingi Sokuthengisa Esiholwa Umsunguli kanye Nesikhathi Sokunqamula Kuso

Izinkampani eziningi ze-SaaS ziqala ngabasunguli abathengisa konke. Bawazi kakhulu umkhiqizo, baphatha ukuqiniseka okuyiqiniso, futhi amakhasimende asekuqaleni avame ukuthenga embonweni njengoba nje kusethi yesici. Ngokombiko wango-2024 we-OpenView Partners, u-73% wezinkampani ze-SaaS ezine-ARR engaphansi kuka-$2M zisathembele ekuthengisweni okuholwa ngumsunguli njengesiteshi sazo semali esiyinhloko. Iyasebenza — ize ingasebenzi.

Usilingi ngokuvamile luvela phakathi kuka-$1M no-$5M we-ARR. Abasunguli bazithola bechitha u-60-70% wesikhathi sabo ezingcingweni zokuthengisa esikhundleni sokuthuthukiswa komkhiqizo noma ukuhlela amasu. Imijikelezo yedili iyakhula njengoba amathuba ekhula. Isiqalo esithengisa uhlelo luka-$200/ngenyanga kwabazimele sisebenza endaweni ehluke kakhulu kunesodwa exoxisana ngenkontileka yonyaka engu-$50,000 nethimba lokuthenga elidinga imibhalo yokuthobela ye-SOC 2, ukubuyekezwa kwezomthetho, kanye nesikhathi sokuhlola sezinsuku ezingu-90.

Ukubona leli phuzu lokuguqula izwi kubalulekile. Ukuqasha isikhulu se-akhawunti yakho yokuqala kusenesikhathi kushisa ukheshi endimeni engenawo umgudu wokusebenza. Ukuqasha sekwephuze kakhulu kusho ukuthi umsunguli uba umgoqo kuyilapho izimbangi ezinamaqembu azinikele athengisayo zithwebula ama-akhawunti amakhulu emakethe.

Indlela Ibhizinisi Elithengiswa Ngayo Empeleni Libukeka Kanjani ngo-2026

Ukuthengiswa kwebhizinisi akusamayelana nesidlo sakusihlwa se-steak kanye nohambo lwegalofu. Abaphathi be-akhawunti yebhizinisi yesimanje basebenza njengabaxhumanisi bamasu okungenzeka baphathe isabelo. Benza imephu yezigaba zenhlangano, bakhombe ababambiqhaza abaningi eminyangweni yonke, bakhe ubudlelwano obunezintambo eziningi, futhi bakhe izimo zebhizinisi ezikhuluma ulimi lwama-CFO nama-CIO - hhayi nje abasebenzisi bokugcina.

Isivumelwano sebhizinisi esijwayelekile ku-B2B SaaS manje sibandakanya isilinganiso sabenzi bezinqumo abangu-6.8, ngokusho kocwaningo lwakamuva kakhulu lokuthenga lwe-Gartner. Ngamunye walabo ababambiqhaza unezinto eziza kuqala ezihlukile: umqondisi we-IT uyakukhathalela ukuhlanganiswa nokuphepha, umholi wemisebenzi ufuna ukuhamba kahle komsebenzi, ithimba lezezimali lifuna ukuqagela okucacile kwe-ROI, futhi umxhasi omkhulu udinga ukulandisa okuhambisana nemigomo yamasu. I-Enterprise AE kufanele izulazule zonke lezi kanyekanye.

Imijikelezo yedili ku-SaaS yebhizinisi eyisilinganiso esiyizinyanga ezi-3-9, kanti ezinye zidlula unyaka ezinkontilekeni ezedlula u-$100K. Lokhu kusho ukuthi inhlangano yokuthengisa idinga ukuphathwa kwamapayipi okuqinile, ukubikezela okunembile, kanye nesistimu ye-CRM ethwebula yonke indawo yokuthinta kulokho okungaba inqwaba yokusebenzelana ngaphambi kokuthi kusayinwe inkontileka.

Ukwakha Ingqalasizinda Ngaphambi Kokuqashwa

Elinye lamaphutha ajwayelekile enziwa iziqalo ukuqasha i-AE yebhizinisi ngaphambi kokwakha ingqalasizinda ukuze iwasekele. Umdayisi osezingeni lomhlaba ongenawo amathuluzi afanele, isibambiso, nokusekelwa okusebenzayo kufana nokufaka umshayeli weFormula 1 emotweni engenawo uphethiloli.

Ngaphambi kokuletha ithalenta lokuthengisa kwebhizinisi, izinkampani zidinga izinto ezimbalwa eziyisisekelo ezikhona:

• I-CRM edlula amaspredishithi: Amadili ebhizinisi afaka inqwaba yoxhumana nabo, amathuba amaningi, nezigaba zama-akhawunti eziyinkimbinkimbi. I-CRM efanele enezigaba zamapayipi, ukulandelela umsebenzi, namandla okubikezela akuxoxiswana ngayo.
• Ama-invoyisi nokuphathwa kwenkontileka: Amakhasimende ebhizinisi alindele iziphakamiso ezingochwepheshe, izakhiwo zokubeka amanani ngokwezifiso, nama-invoyisi angenazihibe — ngokuvamile ngemigomo yokukhokha ye-net-30 noma i-net-60 edinga ukulandelelwa kwama-akhawunti atholwayo.
• Izibalo nokubika: Ubuholi bezokuthengisa budinga ukubonakala kusivinini sepayipi, amanani okuwina ngesegimenti, amathrendi amaphakathi kasayizi wedili, kanye namamethrikhi omsebenzi wokuphinda aqeqeshe ngempumelelo nangokubikezela ngokunembile.
• Ukugeleza komsebenzi wokungena kwekhasimende: Amakhasimende ebhizinisi alindele izinhlelo zokuqalisa ezihlelekile, usekelo oluzinikele, kanye nezinyathelo ezicacile zempumelelo — hhayi ukugeleza kokubhalisa okuzenzela wena.
• Ukulungela umthetho nokuthobela: Uhlu lwemibuzo yezokuphepha, izivumelwano zokucubungula idatha, kanye namadokhumenti e-SLA kufanele kufanekiswe futhi kulunge ngaphambi kokuba okulindelwe yibhizinisi lokuqala kukucele.

Amapulatifomu afana ne-Mewayz avelile ukuze abhekane ngqo nale nselelo yengqalasizinda yamabhizinisi akhulayo. Ngamamojula ahlanganisiwe angu-207 ahlanganisa i-CRM, ama-invoyisi, i-HR, izibalo, nokuphathwa kwephrojekthi, i-Mewayz inikeza izinkampani ezikalayo umgogodla wokusebenza ofunwa yizinkampani ezithengisayo - ngaphandle kokuhlanganisa amathuluzi anqanyuliwe ayishumi nambili. Kuziqalo ezishintshayo zisuka ku-SMB ziye ebhizinisini, ukuba nesistimu ehlanganisiwe kusho i-AE, ithimba lokuqalisa ukusebenza, kanye nomnyango wezezimali wonke asebenza emthonjeni ofanayo weqiniso.

Iphrofayili Yebhizinisi Elisebenza Kakhulu AE

Akuwona wonke umthengisi ongathengisa ibhizinisi. Isethi yamakhono edingekayo ihluke kakhulu ekudayisweni kwesivinini sokwenziwa kwempahla ebonisa i-SMB kanye nokunyakaza kwamaphakathi nemakethe. Uma iziqalo ezisekelwa yi-YC zithumela izindima ze-AE zebhizinisi, zifuna iphrofayili ecaciswe kakhulu - nokuqonda ukuthi leyo phrofayela ibalulekile ukuthi uqasha indima ethile noma ufisa ukuyigcwalisa.

"Abaphathi be-akhawunti yebhizinisi abangcono kakhulu abayithengisi imikhiqizo — bathengisa imiphumela. Bayaqonda ukuthi idili lika-$100K alivalwanga ngedemo; kuvalwa ngecala lebhizinisi elifakazela imbuyiselo engu-10x, ethulwa kubantu abanegunya nesabelomali sokusebenza kuso."

Ama-AE ebhizinisi asebenza kahle ngokuvamile abelana ngezici ezimbalwa. Banolwazi olujulile lwemboni olubavumela ukuthi bakhulume ngokukholekayo nabaphathi abakhulu. Bazijwayeza ukuphatha amapayipi ngendlela ehlelekile, bawasebenzise kanzima amathuba kunokuba bajahe wonke umuntu oholayo. Bahamba phambili ekuthengiseni ababambiqhaza abaningi, bakha ompetha ngaphakathi kwenhlangano eqondiwe kuyilapho ngesikhathi esifanayo bezuza ukwethenjwa kubathengi bezomnotho. Futhi okubaluleke kakhulu, banethezekile ngemijikelezo emide yokuthengisa edinga isineke, ukuphikelela, kanye nokuhlelwa kwe-akhawunti kwamasu.

Isakhiwo sesinxephezelo sibonisa lobu bunzima. Amaholo ayisisekelo ama-AE ebhizinisi ekuqaleni kwesigaba sokukhula ngokuvamile asukela ku-$120,000 kuya ku-$180,000, ngemali engenayo ehlosiwe (OTE) ka-$240,000 kuya ku-$350,000 noma ngaphezulu lapho ama-quota efinyelelwa. Abadlali abaphezulu ezinkampanini ezixhaswe kahle njalo badlula ama- $ 400,000 esinxephezelweni esiphelele. Ekuqaleni, lokhu kumelela ukutshalwa kwezimali okukhulu - yingakho nje ingqalasizinda esekelayo kufanele ibe khona ukuze kwandiswe imbuyiselo yalolo tshalomali.

Indlela Ukuthengisa Kwebhizinisi Kuyishintsha Ngayo Inkampani Yonke

Ukuqasha i-AE yebhizinisi akusona nje isinqumo sokuthengisa — kuwushintsho olubanzi lwenkampani. Imiphumela ye-ripple ithinta yonke iminyango. Amathimba omkhiqizo kufanele abeke phambili izici ezifunwa amakhasimende ebhizinisi: izilawuli zokufinyelela ezisekelwe endimeni, amalogi okucwaninga, ukuhlanganiswa kwe-SSO, ukwandiswa kwe-API, nama-SLAs wesikhathi esigcwele. Ubunjiniyela budinga ukwakha ukwethembeka ezingeni amakhasimende e-SMB angavamile ukulidinga.

Ukushintsha kokumaketha kusuka ekukhiqizeni isidingo esikhulu kuye ekumaketheni okusekelwe ku-akhawunti (ABM), kudala imikhankaso yomuntu siqu eqondise izinkampani ezithile namakomiti okuthenga. Impumelelo yekhasimende isuka ekusekelweni okusebenzayo iye ekuphathweni kwe-akhawunti okusebenzayo ngokubuyekezwa kwebhizinisi kwamakota kanye nokuhlelwa kokunwetshwa. Ezezimali kufanele zisingathe izinhlelo zokukhokha eziyinkimbinkimbi, okuhlanganisa izinkontileka zonyaka, amadili eminyaka eminingi, kanye nezigaba zentengo ezisekelwe ekusetshenzisweni.

Lapha yilapho ukuba nesistimu yokusebenza yebhizinisi edidiyelwe kukhokha khona izinzuzo. Uma i-CRM yakho, ukuphathwa kwephrojekthi, ama-invoyisi, i-HR, kanye nezibalo konke kuphila ngaphakathi kwenkundla eyodwa - njengoba kwenza nge-Mewayz - ukusebenzelana okuhlukahlukene okufunwa ukuthengiswa kwebhizinisi kuba lula kakhulu. I-AE ibhala isibuyekezo sedili, ithimba elisebenzisayo libona umugqa wesikhathi, ezezimali zilungiselela ukwakheka kwe-invoyisi, futhi impumelelo yekhasimende ihlela izenzakalo ezibalulekile, konke ngaphandle kokushintsha phakathi kwezinhlelo zokusebenza eziyisithupha ezihlukene noma idatha yokuvumelanisa mathupha.

Izifundo ezivela ku-YC Playbook Yokukala Ukuthengisa

Iphothifoliyo ye-Y Combinator inikeza i-masterclass kumaphethini okukala kokuthengisa. Izinkampani ezifana ne-Stripe, i-Brex, ne-Gusto zonke zizulazule ekukhuleni okuholwa ngumkhiqizo kuya ekuthengisweni kwebhizinisi, futhi izindlela zazo zembula amaphethini angaguquki. Okokuqala, basungule ukulingana kwemakethe yomkhiqizo namakhasimende amancane. Ngemuva kwalokho, babona intshisekelo yezinto eziphilayo ezivela ezinhlanganweni ezinkulu. Okulandelayo, baqasha amasu ukuze benze umnyakazo webhizinisi ube ngokusemthethweni - ngokuvamile baqala nge-AE eyodwa noma amabili aphezulu ngaphambi kokwakha iqembu eligcwele.

Idatha isekela lokhu kulandelana. Ngokusho kwamabhentshimakhi e-SaaStr ka-2025, izinkampani ze-SaaS eziqashe ukuthengiswa kwebhizinisi kusenesikhathi (ngaphambi kwe-$1M ARR) zibe nezinga lokushiswa eliphezulu elingu-40% ngaphandle kokunyuka okuhambisanayo kokukhula kwemali engenayo. Ngokuphambene, izinkampani ezilinde kwaze kwafika u-$3-5M ARR ukuze zitshale ekuthengisweni kwebhizinisi zibone labo baqashiwe bafinyelela isilinganiso esiphindwe izikhathi ezingu-2.3 ngokushesha, ngenxa yokuthi zazinamaphuzu akhona okuqinisekisa amakhasimende, imilayezo ecolisisiwe, nengqalasizinda yokusebenza ukusekela imijikelezo yezivumelwano ezinde.

Izinkampani eziphumelele kakhulu futhi zimelana nesilingo sokushiya isisekelo sazo se-SMB ngokuphelele. Izinkontileka zebhizinisi zinikeza ukubikezelwa kwemali engenayo kanye namanani aphezulu empilo yonke, kodwa amakhasimende e-SMB akhiqiza ivolumu, amalophu empendulo, kanye nokuba khona kwemakethe okugcina umkhiqizo uthuthuka. Amabhizinisi e-SaaS anempilo kakhulu agcina ukunyakaza kokubili, esebenzisa amaqembu ahlukene angaphakathi kanye nezigaba zomkhiqizo ezihlukene ukuze asebenze kahle ingxenye ngayinye.

Ukulungiselela Ibhizinisi Lakho Ilephu Yebhizinisi

Kungakhathaliseki ukuthi ungumsunguli oqalayo ucabangela ukuqasha kwakho ibhizinisi lokuqala noma inkampani ekhulayo efuna ukwenza ngokusemthethweni umnyakazo wakho we-upmarket, ukulungiswa kubaluleke kakhulu njengokwenza. Qala ngokuhlola ukulungela kwakho ukusebenza. Ingabe amathuluzi akho amanje angasingatha inkimbinkimbi yokuphathwa kwezivumelwano zebhizinisi, ukuxhumana nababambiqhaza abaningi, kanye nokugibela okuhlelekile? Uma umugqa wakho wokuthengisa uhlala kuspredishithi futhi ama-invoyisi akho ephuma ngezifanekiso ze-imeyili, awulungile.

Tshala imali kunkundla ebumbene ekhula nawe. Amabhizinisi angu-138,000+ asebenzisa i-Mewayz athole ukuthi ukuhlanganisa i-CRM, ama-invoyisi, ukuphathwa kwephrojekthi, izibalo, nokusebenzisana kweqembu kube uhlelo olulodwa kuqeda ukungqubuzana kokusebenza okubulala izivumelwano zebhizinisi. Uma umcabango ebuza ukuthi "uwaphatha kanjani amaphrojekthi wokuqalisa?" noma "ngingakwazi ukubona isampula ye-invoyisi?", enalawo makhono akhelwe ekuhambeni kwakho komsebenzi kwansuku zonke - kunokujaha ukusetha elinye ithuluzi - iphrojekthi yobungcweti elindelwe abathengi bebhizinisi.

Ekugcineni, khumbula ukuthi ukuthengiswa kwebhizinisi kuwukuzibophezela kwenkampani yonke, hhayi umnyango. I-AE kungenzeka kube yiyo eyethula ku-C-suite, kodwa isekelwa umkhiqizo, ubunjiniyela, ukumaketha, ezezimali, namaqembu empumelelo yamakhasimende okufanele wonke asebenze ezingeni lebhizinisi. Yakha isisekelo kuqala, bese uqasha umdayisi. Amadili azolandela.

Imibuzo Evame Ukubuzwa

Yini eyenziwa yi-Enterprise Account Executive ekuqaleni kwe-SaaS?

I-Enterprise Account Executive ingumnikazi womjikelezo wokuthengisa ogcwele wezinkontileka ezinkulu, kusukela kumakholi wokufuna nokutholwa kuye ekuxoxisaneni nokuvala. Baqondise izinhlangano ezimaphakathi nemakethe kanye nezamabhizinisi, ngokuvamile eziphethe amadili anamanani ayisithupha anezikhathi ezinde kanye nababambiqhaza abaningi. Esiqalisweni esilinganisa njenge-Kyber, le ndima ibalulekile ekushintsheni okungaphezu kokuthengisa okuholwa ngumsunguli kanye nokwakha injini yemali engenayo ephindaphindwayo esekela ukukhula okuzinzile.

Kungani iziqalo ze-Y Combinator ziqasha abathengisi bebhizinisi kusenesikhathi?

Izinkampani ezisekelwa yi-YC ezifana ne-Kyber eqashisa ibhizinisi ziphendula ngokushesha ngoba ukuthengisa okuholwa ngumsunguli akukwazi ukukhuphuka unomphela. Abaphathi be-akhawunti abazinikezele baletha izindlela ezihlelekile, ubuchwepheshe bokwakha ubudlelwano, kanye nekhono lokuzulazula ezinqubweni zokuthenga eziyinkimbinkimbi. Lokhu kuvumela abasunguli bagxile emkhiqizweni nasesuni kuyilapho ukukhiqizwa kwemali kuba umsebenzi obikezelwayo, ochwepheshe kunokuba umzamo wesikhangiso oncike kumuntu oyedwa.

Kuhluke kanjani ukuthengiswa kwe-SaaS yebhizinisi ekuthengisweni kwe-SMB?

Amadili ebhizinisi abandakanya imijikelezo emide, abenzi bezinqumo abaningi, amaqembu okuthenga, ukubuyekezwa kwezokuphepha, nezingxoxo zenkontileka yangokwezifiso. Ngokungafani nokuthengiswa kwe-SMB lapho idemo eyodwa ingavala isivumelwano, ukuthengisa kwebhizinisi kudinga ukuhlelwa kwe-akhawunti kwamasu nokubekezela. Izingxenyekazi ezifana ne-Mewayz zenza lolu shintsho lube lula kumabhizinisi akhulayo ngokuhlanganisa amamojula okusebenza angu-207 abe yi-OS eyodwa aqala ku-$19/mo kokuthi app.mewayz.com.

Yimaphi amakhono okufanele i-Enterprise Account Executive ibe nayo?

Ama-AE ebhizinisi aphezulu ahlanganisa ukuthengisa ngokubonisana, ulwazi lomkhiqizo olujulile, namakhono okuxhumana ezingeni eliphezulu. Kufanele babe nekhono ezinhlelweni ezifana ne-MEDDIC noma i-SPIN, abanolwazi ngokuphathwa kwamapayipi e-CRM, futhi bakhululeke ukwethula kubathengi be-C-suite. Ama-AE aqinile aphinde asebenzise amathuluzi ebhizinisi lawo wonke umuntu - njenge-CRM edidiyelwe ye-Mewayz kanye nenkundla yokuzenzakalela - ukuze kuthuthukiswe ukuxhumana nabantu, ukulandelela amadili, nokusheshisa indlela ukusuka ekubhekeni ukuya kwinkontileka esayiniwe.