Depends a bit who you're selling to and what you're selling. Governments organisations have special data requirements that are difficult for a small startup to

Depends a bit who you're selling to and what you're selling. Governments organisations have special data requirements that are difficult for a small startup to reliably promise, for example. Clients and big brands want reliable phone & tech support for at least a year, and need to know your tech can handle the scale they operate at. There again, you'll need to posture as larger and more stable than you are. But just because you're at a disadvantage in these types of sales, I still wouldn't recommend misleading anyone, since it's inviting disaster -- I'd suggest choosing products/customers where small is okay. One time purchases that don't rely on support, upgrades, or workflow changes are easiest for big customers to buy from startups. On the other hand, consumers enjoy supporting small businesses with small purchases, so I think it's always in you radvantage to be honest there. Jason Cohen's post on this is good and he's far more knowledgable than I: http://blog.asmartbear.com/convert-shortcomings-into-advantages-without-lying.html http://blog.asmartbear.com/convert-shortcomings-into-advanta...