The past twenty years have been transformative when it comes to enterprise software - from discovery to purchase to implementation to adoption, the entire lifecycle has been up-ended and re-imagined. Several technology trends, ranging from the acceptance of online commerce to the ubiquity of cloud computing to the proliferation of mobile devices to the evolution of the IT department to the emergence of the API ecosystem, have come together to birth a new category of software called enterprise SaaS. And all major enterprise SaaS companies have one shared milestone across their journeys: scaling.

Participants in this course will learn why, when, and how to scale their B2B products. This shift is a critical juncture in the life of an enterprise SaaS company - this course is designed for the leaders who want to navigate such a business transition. Why do some companies successfully make the shift while others fail spectacularly? What are the different paths a product team can take to activate new personas? What are the implications for a GTM team now navigating new channels and segments? And how can an executive team transform its culture to account for shifting incentives and goals?

To answer these questions, we will leverage concepts and frameworks that are the learning residue from multiple (successful and unsuccessful) attempts at scaling in enterprise SaaS companies. We will use a combination of lecture-based theory and take-home assignments to cover a broad spectrum of B2B SaaS strategy.