A lot of points in this article resonated well with me. Especially this:

> Companies that focus too much on technology without putting it in context of a customer problem will be caught between a rock and a hard place — or as I like to say, “between open source and a cloud place.”

I'm in the second year of a SaaS selling to entreprises. We are doing ok but all of our customers are nearly identical (it's in the public sector). We would love to have lots of different types of customers but we seem to be stuck. Our customers are probably buying our knowledge as much as our product.

I would say unless your tech is groundbreaking and not easy to copy, domain knowledge will likely be your differentiator. But that's harder to scale.