Hypergrowth companies are constantly reinventing themselves. At Drift, we often say, "what got us here isn’t going to be the thing that gets us to the next stage.”

On this episode, we’re exploring one of those significant moments of transition: how companies move up-market and start to sell into larger, enterprise companies.

Our guide through that transition is Anil Kumar. Anil is the VP of Go-to-Market Strategy & Operations at Carta, and prior to joining Carta, he successfully helped three other companies, Sift, Atlassian, and Quantcast, move up-market.

In our conversation, we talk about the focus required to move upmarket, why the Enterprise sellers you’ll need in your organization should be Pioneers, not Settlers, and how your Post-Sale model likely needs to completely change to service these enterprise customers.

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