How to Sell to Large Enterprises?

getcogno.ai

18 pointsamangoeliitb2 comments

The article is quite close to my experiences from inside of such companies. I don't understand, though, why author says so firmy "stay away from on premise, it will be your demise".

Yes, it may mean you will become a custom IT shop, but doing the same service "in cloud" may have the very same requirements as on-prem. You may end up with doing the same effort of rewriting a lot of your infra because someone on the client side has and excel saying "AWS nono, Azure yesyes". Or "backups has to be on client side", even if it is and extremely dumb move, you will end up setting up some weird file interface for the client to download those while knowing he has no environment to restore it.

I think dealing with large enterprise is more like "take our saas as is", or "we'll adjust to everything". It doesn't need to be tied to on-prem.

Especially this year, I've dealt with this a lot. I often find myself saying "take our SaaS as-is" because the overhead of enterprise customers that want the service changed, or want to host it on-premise, or in a different cloud, or with its own isolated database, makes my work not as enjoyable and I started my own business so that I could enjoy my work again.

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