Selling to Enterprise on the Jira Marketplace

The Enterprise Opportunity

While small and medium businesses drive install volume, enterprise customers drive revenue. Understanding how to sell to enterprise is essential for marketplace success.

What Enterprise Buyers Want

1. Security (85% priority)

• SOC 2 compliance
• Data encryption at rest and in transit
• Regular security audits
• Clear data handling policies

2. Support (78% priority)

• SLA-backed response times
• Dedicated support channels
• Implementation assistance
• Ongoing account management

3. Compliance (72% priority)

• GDPR compliance
• Data residency options
• Audit logging
• Access controls

4. Features (65% priority)

• Features matter, but less than you think
• Enterprise buyers assume feature parity
• Differentiation comes from trust, not features

The Enterprise Sales Cycle

Enterprise deals take 6-9 months on average:

Month 1-2: Discovery and initial evaluation

Month 3-4: Security review and compliance check

Month 5-6: Pilot with limited users

Month 7-9: Procurement and legal review

Enterprise Pricing Strategy

Key Principles:

• Price for value, not users
• Offer annual contracts only
• Include support in base price
• Create a "call us" enterprise tier

Typical Enterprise Tier Includes:

• Unlimited users (or high threshold)
• Priority support with SLA
• Dedicated account manager
• Custom implementation
• Security questionnaire response
• Legal review support

Building Enterprise Credibility

Requirements:

• Professional website with company information
• Clear privacy policy and terms of service
• Security documentation
• Customer case studies (even 2-3 logos help)

Accelerators:

• SOC 2 Type II certification
• ISO 27001 certification
• Published security practices
• Transparent pricing

Common Mistakes

1. Ignoring procurement process - Enterprise has processes; work with them
2. Underpricing - Enterprise expects to pay; low prices signal low quality
3. Overpromising support - Be realistic about what you can deliver
4. Skipping security review prep - This will delay every deal

For pricing guidance, see our pricing strategies analysis. Understand sustainability with our Single-App Vendor Survival Guide.