Jen Abel

ok, let me be even clearer about this ... 1. at enterprise level there is value outside of product: services, 'customization', etc. 2. when user/buyer same, churn near-instant, when further removed, slower so you can be quicker to fix/adjust and ensure PMF with user 3. 'better'

this is still an under-discussed nuance about enterprise sales ... enterprise buyers are far more sensitive to sales process than product (obvious) you can get a way with far more than you think if, if you know how to thread the needle re: positioning, contracting, their buyer