Enterprise here meaning not “You sold a $50 account to someone with a AppAmaGooBookSoft email address” but rather “Someone with actual signing authority has inked a deal with you for ~$75k++ for at least a paid pilot.”
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Part of the reason it takes so long if you haven’t done this before is most software people have to learn multiple new languages (“Vendor qualification? What’s a vendor?”) just to get to a point where the enterprise is, well, organizationally capable of acknowledging they exist.
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