This is my guess: Doing enterprise requires significant amount of 1:1 contact. You need thousands of people dedicated to each of the 50,000 or so top accounts.

This is my guess: Doing enterprise requires significant amount of 1:1 contact. You need thousands of people dedicated to each of the 50,000 or so top accounts. These folks do site visits, gather info on legacy stuff, try to figure out your requirements, connect to dev/PMs from core team, help you do sizing, convenience CTO et al about benefits, take your phone call at 2AM so on and on. Doing enterprise is mainly about creating, training and managing vast sales force in financially efficient way. I suspect GCP hasn't focused on this part much. It's very capital intensive operation and if not done right it can drain your balance sheet very quickly. For enterprise related businesses this is about the singular skill for an organisation that matters.