Why Are Enterprise Customers Different?Big Ticket, High TouchFormalityLegacy ProductsIncumbentsSlower Cycle TimeRationality (and Lack of Imagination)The Enterprise Startup LifecycleInspirationEmpathy: Consulting and SegmentationHow Coradiant Found a MarketStickiness: Standardization and IntegrationVirality: Word of Mouth, Referrals, and ReferencesRevenue: Direct Sales and SupportScale: Channel Sales, Efficiencies, and EcosystemsSo What Metrics Matter?Ease of Customer Engagement and FeedbackPipeline for Initial Releases, Betas, and Proof-of-Concept
TrialsStickiness and UsabilityIntegration CostsUser EngagementDisentanglementSupport CostsUser Groups and FeedbackPitch SuccessBarriers to ExitThe Bottom Line: Startups Are Startups