Understanding the decision-making process and budgeting cycles of your customers is crucial for successfully selling enterprise software solutions.

I think enterprises often underestimate the importance of giving people access to technology, which can lead to significant improvements in productivity that aren't easily quantifiable.

Enterprise products often feel clunky and less elegant compared to consumer products, which are designed to be more user-friendly.

There's often a disconnect between what users want and what decision-makers prioritize. Engaging with decision-makers can reveal insights that users may not be aware of, which is essential for aligning your product with company goals.

Most developer tools are sold bottom-up; sales teams should identify if employees within enterprises are already using the product and help management understand its value.

Vertical B2B SaaS companies can provide significantly better user experiences compared to traditional enterprise software, which often suffers from being a jack of all trades but master of none.

Enterprises prioritize outcomes over the underlying AI models; they want effective solutions for customer support and workflow automation.

In the open core model, companies aim for user adoption of their free software, planning to upsell later to enterprise support.

The incumbents in the software industry often avoid entering B2B SaaS markets because they lack the deep domain expertise required to address specific customer needs.