[cj]

I agree with the point you're making.

I think the problem is to become "lavishly funded" means that you need to have a pitch that creates a narrative of how you will reach a lavish level of revenue that is believable.

For B2B SaaS, usually that means moving upmarket and raising prices.

I don't think we can say that Optimizely was necessary wrong in doing what they did with knowing what they knew at the time. There are many examples of B2B SaaS companies successfully starting with SMB, then going enterprise. First company that comes to mind is New Relic ($3.6 billion market cap)