Although each of those companies is made up of 5 to 50 mini-companies, each with more business units/products/services. You have to understand which of them you

Although each of those companies is made up of 5 to 50 mini-companies, each with more business units/products/services. You have to understand which of them you're selling to, what they need, how they will use your product. Are two completely different tiny departments gonna hem and haw over trying your product, or will the whole org use your software? You might end up supporting a dozen users or 500,000. Will you still have to support the same features, or can the tiny teams get away with less? Is it even worth supporting the enterprise features if your product fit is smaller teams and you wouldn't get a large-scale contract anyway?