$0 to $1M in Enterprise Sales: The Playbook

Getting to your first million in enterprise B2B is one of the hardest things a founder can do. The "build fast, fail fast" playbook doesn't apply when your buyer is a VP at a Fortune 500 and the deal takes six to ten months to close. In this episode, I sit down with Archit Anand — founder, operator, and GTM builder with a decade of experience scaling B2B companies from seed to Series B. We break down the full playbook: from landing your first enterprise deal with no brand and no referrals, to structuring design partner agreements, finding the right price point, and building a sales motion that's actually repeatable. We also get into how AI is changing the game — and why the founders winning right now are using it for precision, not just scale. If you're trying to close your first enterprise deal or build out your go-to-market engine, this one's for you. Chapters 0:00 Intro 1:33 Why Zero to One Million Is Brutal 5:06 Landing Your First Enterprise Deal 10:10 SME vs Enterprise Sales Motions 12:58 Structuring Your First Paid Deal 15:00 Pricing Experiments and Discounts 18:59 Choosing the Right Design Partners 21:41 Making Your Sales Motion Repeatable 23:38 When to Hire Your First Salesperson 25:06 Building a GTM Engine 27:13 Scaling Beyond Founder-Led Channels 29:43 Outbound vs Inbound: Does It Matter? 31:55 How ACV Shapes Your Sales Team 36:43 GTM Glossary: Key Terms Explained 37:23 How AI Is Changing Enterprise Sales 41:04 "I'll Just Build It With AI" — How to Handle It 43:58 Consumer Tactics Coming to B2B 45:45 One Piece of Advice to Hit Your First Million Connect with Archit:   / archit-anand   Listen on Spotify: https://open.spotify.com/episode/4AAY... Subscribe for more episodes on how tech companies get built, sold, and scaled.