... 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 ... ... curious about Have you ever built something for a customer you didn't have? How much did it cost you? What did you learn? Imed Radhouani Founder & CTO Rankfender Evidence over ego. Retention over requests. Comment from Lucy