As a guy who works at an enterprise vendor that works very, very hard to never lie in the sales cycle . . . in the long run, having a reputation as a vendor tha

As a guy who works at an enterprise vendor that works very, very hard to never lie in the sales cycle . . . in the long run, having a reputation as a vendor that delivers on their promises is a huge asset. Most enterprise software vendors have terrible reputations, and 100% customer referencability is an asset that's much, much harder to copy (or fake) than your product is. Protect it at all costs. That might cost you sales in the short run, and it means you have to walk away from deals if the customer isn't a fit, but your reputation is probably the single most valuable asset that you have in that space.