> And they put it succinctly: buying from a small innovative company is brave while buying from a big, well recognised name is an insurance policy and the risk-averse buyer must have the insurance.
As the article notes, the alternatives from the large companies suck. So this is like buying fire insurance from a company that promptly sets fire to your house. You are buying the insurance while knowing you will need it because the disaster is already happening.
The core insight that enterprises select products on familiarity over anything else, is valuable. I’m going to keep it in mind for future customer engagements.
As the article notes, the alternatives from the large companies suck. So this is like buying fire insurance from a company that promptly sets fire to your house. You are buying the insurance while knowing you will need it because the disaster is already happening.