Considering a recent article that I read about stifling Net New Revenue and NRR in SaaS, I am seeing many smaller startups and scale-ups target - ENTERPRISE for next year. Here are my observations, and mildly put objections against it: - Working with ENTERPRISE will consume a lot or most of your workforce, especially in sales, product, or pre-sales teams -They will ask for a lot of customization and in the end they will push back on it and decide by the end of the year, you will wait in terror for October, November, or December, for the deal to happen -In best case scenario you will get a fraction of the original deal and say thanks if you get a pilot :) In most case it will sound like, build what we want, we will test it and pay if we like it -Your product roadmap will take a 360-degree spin where you will have to ditch 90% of what SMBs and current users want to accommodate these 1,2,3, enterprise customers - Enterprise will promise a lot but in the end will buy little and with a discount, they know everyone wants to work with them because they are BIG STABLE MONEY. -Prepare for a ton of needless documentation and certifications you have never heard of; wait, do I need that? That should be your main question. To finalize this, when does it make sense to work with ENTERPRISE 😎 : - You have a stable roadmap and some of the features ENTERPRISE wants are just a bit off the main scope - They are WILLING TO PAY for their customization - THEY ARE WILLING TO PAY, haha 🤣 . I cannot stress this enough: the only reason you work with ENTEPRISE should be the fact that they are paying for their customization; they want it so badly! - Open conversation from their side and clear expectations