When I worked at Pearson, I was often at the other end of the transaction in these situations. We required LDAP, hosted local admin, and a few other enterprise-

When I worked at Pearson, I was often at the other end of the transaction in these situations. We required LDAP, hosted local admin, and a few other enterprise-y features that don't play well with cloud startups. But it was essentially window shopping. I would often interact with a startup where the sales guy was fired on the other end because they just didn't understand that we were doing a 3-6 month competitive technical evaluation (in addition to our more important day-to-day work) after I'd clearly explained it a few times. No amount of "sales" will make up for a lack of required, costly-to-build features. Also, the answer to missing features is rarely ever "wait for them to be built."