... hand back to the terminal took us longer to settle than building the delivery did. So did reaching the one person who can answer when they are not sitting in front of your product, and being able to prove afterwards who approved what. The two I still cannot answer, and I do not think anyone has: How do you reach the person who has to decide, when they are not looking at your product and never installed anything of yours ... ... rather than hold the line forever. A stalled job that took the cautious path is recoverable. A stalled job that just sat there is a support ticket. Comment from Dale Mooney(@dalemooney): @alex_amancio_candoa_   @aadilghani  Constant versus

... 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