A short discussion between two speakers about how startups should prioritize customer segments—small business (<10 employees), mid-market (primary focus), and enterprise. The speakers explain why avoiding enterprise customers can be strategic (to prevent product roadmap distortion), while still occasionally accepting enterprise sales when those buyers behave like mid-market customers.
And when you see three different categories, how do you know where to invest your time when you have customers in each segment?
Yep. So I'll tell you what we did, right? So we have, we actually have those three. We have what we think was like very small business customers, like less than 10 employees. Right. Very small, Very small. We have the mid market, which is our actual focus. And we have larger like enterprise Y kind of. We call them enterprise. They're not really full. But the decision we made is like, okay, well we don't want to sell to the enterprise, but that doesn't mean that we won't take that money like the. So the reason that we kind of avoid the enterprise is we don't want that distorting the product roadmap. That's like number one reason. Yes, but if someone, and we have this all the time now is like X Fortune 500 company bought HubSpot and we don't make it's. But it's a department within X company that behaves a lot like a mid market and they're making their own independent decision. There's no corporate governance Y thing that says, oh, we will choose X. Yeah. And they behave just like all of our other customers are not asking us for eight levels of security and all these enterprise Y features.
