Strategy question

How would you grow Windsurf's enterprise seat licenses?

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What this question tests

Enterprise growth strategy for expanding seat licenses within and across accounts for a developer tool.

Identify the current base: individual developers and small teams already using Windsurf, some inside larger organizations without a formal enterprise agreement.
Find expansion signal: accounts with multiple individual users already expensing Windsurf personally are strong candidates for a team or enterprise upgrade.
Address enterprise blockers directly: security review, admin controls over codebase access, and predictable seat-based billing.
Build a sales motion around land-and-expand: start with one team, prove value with concrete metrics, then expand to adjacent teams and departments.
Offer incentives for account-wide adoption, such as volume discounts once an account crosses a seat threshold.
Define success as net seat growth within existing accounts and reduction in the sales cycle length for expansion deals versus new-logo deals.

Uses existing informal usage within larger orgs as the starting signal for enterprise sales outreach, a concrete and realistic tactic.
Names specific enterprise blockers (security review, access controls) rather than assuming price is the only barrier.
Proposes land-and-expand with a proof-of-value step before pushing for account-wide adoption.
Distinguishes expansion within existing accounts from new-logo acquisition as separate, trackable growth paths.
Uses expansion sales-cycle length as a specific metric showing expansion should be faster than new-logo sales.

Proposing a generic top-down enterprise sales push with no mention of existing bottom-up usage signal.
Ignoring security and admin control requirements specific to developer tools handling proprietary code.

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