alt Hacker NewsI don’t know if that’s necessarily true. I do think that a big part of enterprise sales involves building a comprehensive solution that works well within the customer’s ecosystem. Start-ups usually tend to build point products, which have value, but are still missing functionality (even if that functionality is not scintillating) that customers really desire to easily deploy and maintain solutions. Also, customers do care about things like stability of their vendors and the level of available support.
I'm not saying it is always the case but does it not match your experience that big orgs like Microsoft are much better at navigating the enterprise sales process than a typical startup? Not to mention how many of those startups are just answering security questionnaires and other procurement gates with AI.