The $1 Million Mistake: When "Custom Features" Kill Your Product Strategy
The Siren Song of the Enterprise Deal In the early stages of a B2B startup, revenue is oxygen. When a massive enterprise client (a bank, a telco, a government agency) shows interest, it is intoxicating. It validates your existence. But these “Elephants” or “Whales” rarely buy off-the-rack. They demand tailoring. “We need this specific report format.” “We need an on-premise deployment option.” “We need this button to be blue, not green.” ...