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.).
  • Etc.

Bigger companies don’t want free products.

They want cost-effective products they can trust, that solve their problems.

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