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About

BF

Brad Flora

08/27/22

@ Y Combinator

Selling enterprise-grade products to startups can be problematic, especially if the product is designed for larger companies with different needs.

Video

YC

The Better Customer–Startups or Big Enterprise?

@ Y Combinator

The Better Customer–Startups or Big Enterprise?

08/27/22

Related Takeaways

BF

Brad Flora

08/27/22

@ Y Combinator

It's a misconception that selling to startups is easier than selling to enterprises; startups may not have the problem your product solves, making sales more difficult.

MS

Michael Seibel

08/27/22

@ Y Combinator

It's a good idea to sell software to startups when you understand their specific needs and can provide a solution that addresses those needs effectively.

GT

Garry Tan

09/20/18

@ Y Combinator

Finding a design firm that is willing to work with startups can be challenging, as many firms prefer to work with larger companies for higher fees.

BF

Brad Flora

08/27/22

@ Y Combinator

As startups grow, their needs change, and products that worked for them initially may no longer be suitable, requiring a complete redesign or new product.

WF

Wade Foster

08/19/17

@ Y Combinator

To expand into enterprise companies, we need to address their specific needs while ensuring our core product remains effective for them.

BM

Bob McGrew

06/17/25

@ Sequoia Capital

Enterprise applications often require a deep understanding of specific business contexts, which is where startups can find opportunities that larger labs may overlook.

BF

Brad Flora

08/27/22

@ Y Combinator

Founders sometimes mistakenly believe they should sell to startups just because other successful companies did, without understanding the unique challenges involved.

GA

Gustaf Alströmer

12/30/22

@ Y Combinator

Startups are often easier to sell to than larger companies because they have shorter decision-making processes and less bureaucracy, allowing for quicker sales cycles.

YC

Y Combinator Cast

08/27/22

@ Y Combinator

Selling to startups can be a powerful strategy, as demonstrated by Gusto, which started with startups and successfully expanded into the broader SMB market.