The Orchestration of Enterprise Deals - with Thomas Cser

Most enterprise deals don't die because of the product. They die because of internal alignment debt, over-engineered selling teams, and a champion with no budget.Thomas Cser, Head of DACH Revenue & Growth at Stripe — and former enterprise leader at SAP, Salesforce, and ServiceNow — joins Michael Jäger to unpack what it actually takes to move complex, multi-stakeholder deals from interest to decision in 2026.In this episode:✌️ Win #1 — Go vertical or go generic: how building real industry depth — the right talent, the right language, the right use cases — accelerates trust, shortens cycles, and shifts conversations from "software features" to business impact.✌️ Win #2 — Focus beats motion: why ruthless ICP discipline and geographic focus outperform opportunistic deal-chasing — and how long it actually takes for the compounding effect to show🌱 Fail — The over-orchestrated deal: what happens when too many people get involved too early and why a small, sharp team with a strong AE beats a swarm every time.Whether you're running enterprise sales or trying to scale a complex GTM motion, this episode gives you a sharp lens on what separates precision deal-making from hope-based chaos.Connect with Thomas:🔗 LinkedIn: https://www.linkedin.com/in/thomascser/🔗 Stripe: https://stripe.com🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.⏱️ Episode timestamps00:00 — Intro & Thomas's background01:53 — How enterprise selling has fundamentally changed in 20 years04:55 — The real source of complexity most teams underestimate06:33 — Early warning signs a deal is drifting09:07 — What separates orchestrated from chaotic deals09:57 — Win #1: Going vertical to win enterprise trust13:27 — Win #2: Focus, focus, focus — ruthless ICP discipline17:31 — Fail: Over-orchestrating deals with too many people too early19:56 — Episode recap & key takeaways