\\ 15 Spend Supportability Pricing models that are appropriate for the first thirty Is the startup prepared to offer the kind of support developers or first hundred users might not work for (often 24/7) that enterprise customers need, at scale? broad deployment. Startups must offer pricing models Can they handle the reality of legacy technology that that are feasible at scale, aligning with the value they large companies are often saddled with, and make their create for their customers. customer successful? A CIO from a Fortune 500 in the retail space shared Startups who proactively investigate and shrink the organizational reasons his team can’t just charge new “Gap of the 4 Enterprise S’s” are more likely to succeed. software to a credit card, even if some startups prefer this. Accounting rules, tech sprawl and compliance mean its better for the customer to cut a purchase order — and a startup that supports a seamless purchasing workflow will have an advantage. Startups Serving The Enterprise