Have you noticed this? Businesses that sell to small business want to sell to enterprises. Businesses that sell to enterprises want small business. I’ve seen it for 30 years now.
On the one hand, it’s good business. Expand. Go from where you are to where there’s more market waiting.
On the other hand, damn, I think there’s a DNA problem for most of us. I, for example, have always been comfortable with small business and startups. Companies I’ve started focused on small business and startups. And much as I’ve tried, repeatedly, I never really figured out how to sell to the big business, alias enterprise.
I think these are different worlds. And they are borders that are hard to cross. I like the way Michael Driscoll puts it in this VentureBeat item: Startups are from Mars, enterprises are from Venus.