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This is clearly not the enterprise playbook. The enterprise playbook is to sell on slides, iterate with a few customers and go after even bigger customers. Sta

• jabo 4y ago
  > The enterprise playbook is to sell on slides, iterate with a few customers and go after even bigger customers. I would call this product discovery and development with early adopters, something I hope every startup is doing. I've also seen this be called a Lighthouse program. > Managing enterprise customers is easier than managing thousands or small companies. And it also create a natural barrier to entry I definitely get the appeal. To build a billion dollar revenue (not valuation) venture scale company, you can either get 1000 users paying you 1M dollars each, or 1M users paying you $1000 each [1]. It's just painful as a relative early customer to get priced out and no longer be the target market for a company, especially when it has set its eyes on exponential growth and starts to see the SMB market as a means to an end. [1] https://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-business.html https://christophjanz.blogspot.com/2014/10/five-ways-to-buil...
  • polote 4y ago
    The other way to look at it, is that if the company starts to give up a product-first market to an enterprise market it is because they are loosing or struggling to keep their customers in their first market and so they dont have the best product. So as a customer if you want the best product then you have to switch