Video · 50 min watch

Building for the Enterprise

Aaron Levie · Y Combinator (Aaron Levie, How to Start a Startup) Free Intermediate

Building for the Enterprise

Box's founder walks through the enterprise dynamics that create exactly your problem: big buyers who want everything customized. He explains how Box kept a simple, opinionated product while selling to large accounts. Watch it to see how to serve enterprise customers without letting each one fork your roadmap.

  • Start with something simple and opinionated, then resist the urge to bolt on per-customer features.
  • Enterprise buyers will always ask for more, so your product point of view has to hold.
  • Serving big accounts and keeping a focused product are not mutually exclusive.
Watch on YouTube ↗

The question it answers

  1. How do I set a roadmap when half my revenue comes from one big customer who keeps asking for custom features?

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