selling to enterprises is actually much easier than selling to startups enterprises have more money, more time, and more headcount to devote to making a new product successful. you also get the wow factor of bringing them new technology startups are harder. using too many external tools can threaten their builder identity. they want to be the ones building the magic, not buying it enterprise leaders love feeling like they’re part of the startup journey startups are already on the journey enterprise sales have way more activation energy: security, legal, procurement, compliance but once you get through all that, the contracts are bigger, longer, and much stickier startups are quick sales and quick churn enterprises are slower sales, but much more durable once you’re in