> Enterprises are not price conscious Enterprises have to account for what they spend money on. They can either do that as part of an existing budget, or they

> Enterprises are not price conscious Enterprises have to account for what they spend money on. They can either do that as part of an existing budget, or they can carve out a brand new budget. The latter is always harder than the former. If your price point fits neatly into a tiny gap they have left in their existing budget, things will be easier. OTOH if they have to carve out new budget, but they have an engineering department and there is a "free self-hosted" alternative, they will almost always go for that instead. > 3. Purchasing Agent Sends Out Questions There is often a very large and annoying process around this step that is much larger than purchasing, which is vetting a new vendor and product. Any Enterprise that has to deal with regulatory compliance or international laws will need to look for problems in the vendor or their product. This is a time-consuming and expensive process. If you are courting an Enterprise, do everything in your power to find out what their concerns are and make a 1-pager that explains them all, and separately a massive tome that details every answer. You'll want to cover all the questions Legal might have, address regulations, and enumerate exactly who has access to what part of a system['s data] and when and how. If you really want to catch big fish, also detail every aspect of your different payment and operational models, even if you don't include the actual price. The price doesn't matter as much as knowing how the thing will function and what its limits are. If you design your system to work a certain way for Enterprise, be prepared to change how it works for a whale customer. Always have in the back of your mind "I may need to fork this whole thing just for Customer X". Get the sale, worry about tech debt later. Anyone working in your company will hate that, but the ability to work around one detail or another can result in millions of dollars in sales. Also, help craft their strategy for rolling out the solution thought the Enterprise rather than just for one team. Design a management portal that works at an Org level and can delegate access down a hierarchy of teams, and enable SSO using standards that Enterprises use. They may be much more inclined to purchase a big fat plan for their entire org rather than for just one team.