By “thesis” I meant the thesis of the business, not of the article. The article said just what you said; my point is that another way to explain those dynamics

By “thesis” I meant the thesis of the business, not of the article. The article said just what you said; my point is that another way to explain those dynamics is that you can’t sell software to SMBs if they don’t urgently need it. That’s because that logic about top-down sales is true regardless of what you’re selling. And that’s why the foreknowledge that SMBs don’t urgently need to solve a contract management problem is a huge red flag, ideally before you’ve written a line of code.