This episode is part of Crossing the Enterprise Chasm, our series on what changes when a developer product starts selling to companies.
The through-line is the same one we keep running into while building Paycux: the requirements that arrive with an enterprise deal are not arbitrary, and the teams who treat them as specifications rather than obstacles move faster than the ones who argue with them.
Below are the points worth keeping if you are somewhere in the middle of the same transition.
Takeaways
- The person who evaluates you technically is rarely the person who signs. Give each of them something to read.
- Compliance work is cheaper before you need it than during a deal that is waiting on it.
- Developer trust is spent, not earned back. Every pricing and packaging change draws on the same balance.