Benn Stancil (Substack)

Benn Stancil cofounded a company that sold into large enterprises, and this essay is an unusually honest account of how slow, bureaucratic, and personality-driven that process really is, procurement, security review, and legal redlines included. It is the piece to read when you need a reality check on timelines before you commit months of runway to one enterprise logo. Share it with a cofounder who thinks enterprise sales will move quickly once you land one meeting.

So you want to sell to the enterprise?

From Benn Stancil (Substack) by Benn Stancil

• Why enterprise deal timelines almost always run longer than founders initially plan for
• The hidden stages, security review, legal, procurement, that stall deals after the buyer already says yes
• How to decide up front whether a specific enterprise deal is worth the months it will take