This is “easy”.
Be the “enterprise” player in the space. Go upmarket. It’s a well-proven path.
Provide what medium and bigger businesses want, e.g.
- True security.
- Data export.
- HIPAA, SOX, ISO, etc.
- Professional Services.
- Integrations with enterprise-grade products (Salesforce, Workday, SAP, Microsoft Dynamics, Box, etc.).
Bigger companies don’t want free products.
They want cost-effective products they can trust, that solve their problems.