Rob Snyder says both SMB and enterprise sales depend on one internal champion, usually a CEO or VP, who sees a gap and pushes the deal forward. The difference is what happens after: enterprise has more procurement steps, but the person driving it stays the same.
At the small business, medium business level, there's always one person, whether it's the CEO or VP, whatever, or whoever. That person has a project on their to-do list that they can't do with their existing options, and they're trying to do something, they're stuck from doing it. The tension between those two creates the force that they use to pull the product out of your hands. The enterprise level, that is still the case. It's always a person who is the driving force. There is no such thing as like, Microsoft buying your product because Microsoft is an entity on paper. It is made up of people. The, the paper entity of Microsoft can't do anything. A lawyer at Microsoft can, or a, right, like a product leader at Microsoft can do something and they will pull you in. The nuance is like, okay, cool. After that person has pulled, the process for purchasing something. In an organization of that scale is often complicated. And that's where some of the nuance comes in, but it's not that much of a, like, it's not that different.
