Feras Alhlou explains why enterprise deals move slower than SMB ones. Enterprise buyers work on quarterly budgets and need cross-department sign-off, creating long stretches of silence that feel like rejection but are just the process.
So what actually changes first when you move upmarket? The timeline. You pitch an SMB owner on Monday. By next Thursday or the week after, they say yes or no. Now compare that to this. You present to a director at an enterprise. They say, this looks great, let's proceed. And then silence. Enterprise buyers operate on quarterly budgets and internal alignment. Your proposal might be perfect, But it's waiting on budget approval, internal review, and cross-department alignment. Silence stretches from days to weeks to months. By month 3, you assume you've been ghosted and you mentally move on. But enterprise isn't emotional speed, it is organizational movement.
