... thought we knew We assumed enterprise customers wanted the same things as our small business users, just more of it. More security. More control. More features. We never talked to them. We read blog posts. We looked at competitor pricing pages. We guessed. Here's what we missed: Procurement cycles. Enterprise deals take 6-12 months. We had 30-day sales cycles. We weren't built for that. Security reviews. We needed SOC2. We didn't have it. Customers asked ... ... customer research. You didn't need ten enterprise deals. You needed one honest conversation with someone who actually had to get a vendor approved. Comment from Umadhav Salapu(@umadhav): Classic build trap optimizing for the customer you want vs