> 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 develo

> 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...