Big Companies Need Different Things- Part I


What does it take to make an enterprise sale? Large companies have certain expectations for enterprise ready software. Let’s learn what they are.


It’s a fine line, and a long road.

Yesterday, some of our team headed over to Replicated in Culver City to see if they could help us manage deployments. As a side note, LA needs more deep tech, and it was cool to meet another deep tech co nearby.

I don’t know enough about enterprise software requirements. As we continue to go after these enterprise sales, I need to learn how these sales work, and what features they require to make a purchase.

They pointed me to Enterprise Ready to learn. I’m going to read a section a day until I don’t feel so incompetent.

Section 1 — Product Assortment.

Enterprise seems to need the following across the three case studies on the site. These will allow you to charge more, but having implemented some of them already, they are kind of a pain in the ass.

  • SLA / SLO — Service Level Agreement / Objective. You need to guarantee uptime, for example. Within an SLA are SLOs. You can create SLOs for each of the ‘features’ that guarantee what they will do.
  • Support — This one you can see on any SAAS product with the three pricing tiers. Support matters for these large institutions.
  • Reporting / Audit — My god. They want reports on everything. Reports and audit trails. Literally, every api call and ideally ( as is the case with our product ) every mouse click.
  • User Management / SSO — Single Sign On. They want to have their users in their LDAP / active directory DB and want you to have SSO so they can add a user on their end and be able to sign in to your app without creating accounts in your database.
  • Sandbox — Big companies love playing in them… to make sure your shit is bulletproof.
  • On Premise — they may want to run your entire product on their servers behind a firewall with no line to the web.

Most of these aren’t actually ‘features’. They’re a pile of things that enterprises expect. They will pay more for them, but most are not trivial to implement. This is crossing my wires a little bit because it goes against an MVP in some ways. Its likely worth your time to focus on a small number of big company sales than it is to go after 1000 small ones. I don’t know how to balance that with also not spending a year or two in dark mode to make sure the enterprise has all these features they expect out of enterprise grade software.

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