If you have a choice between starting a startup whose customers are big companies and one whose aren't, then all other things being equal, choose the latter.
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Enterprise startups sometimes go on to succeed after a recap. Consumer startups rarely if ever do. The reason is that enterprise startups can have a genuinely good idea and still be killed by the slowness of the sales and development processes.
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Sometimes, of course, all other things are definitely not equal.https://boomsupersonic.com/
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And if consumer startups have a genuinely good idea? Does a recap kill all options of succeeding?
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If it’s genuinely good one should wonder why it hasn’t found PMF
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Counter-theory: 1) many orgs find it hard/impossible to discern good products from bad; 2) funding allows bad products to carpet bomb the enterprise making sales (cause of (1)); 3) sales (from 2) win another round of funding. Bad products live longer than they should
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Bad ideas in the enterprise can persist for years, perhaps decades. Bad ideas in consumer-land tend to be fairly short lived. The rare exceptions of persistent snake-oil in consumer-land prove the rule.
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That's an interesting one and I agree that even if the pain is real the willingness to pay for it is still a too long sales cycle for the smaller player who have not the same cash position like the bigger ones. That picture turns when you have a more established brand.
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So true
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Can you do both? Running two acquisition strategies (both for small and big companies).
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I don’t think so. Product wise, enterprise customers require lots of features that aren’t necessary for SMBs.
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