the allure of enterprise

Big money deals are, of course, attractive.

But so is the idea of a pure PLG growth line, fuelled by smaller deal sizes and shorter deal cycles.

Accoil and similar products we watch are being pulled up market faster than I thought they would.

With that comes a lot more expectation.

More support. Faster communication. Roadmap influence.

And it may bring about change to the company as a whole. Maybe it’s just me, but I feel this urge to “act more enterprise.”

That’s an urge I think we should all fight. There seems to be an appetite for more personality and small-team-confidence even in the enterprise market.

But that will always be paired with the increased expectation of being treated like a big deal (see support, comms, roadmap above).

Are you built for that? Is the team and the tooling in place to provide that?

Despite the allure of bigger enterprise deals, it may be best to not rush into them. Rather, how can we explore ways to incrementally get there?

Peter

(206 / 500)

Long PS: Or maybe enterprise is something you don’t want to do. That’s totally cool too. There’s a giant small to mid market that will only get bigger as smaller teams build bigger businesses.