[shoo]

On another hand, as mentioned in the report, if a SaaS operator does manage to close a sale to a larger business then that larger business is likely to provide the SaaS operator a much higher lifetime value due to lower price sensitivity and lower churn rate. But at some point it crosses over into high-touch enterprise sales process with multiple approvals from multiple stakeholders, long time horizons.

It'd be quite interesting to have survey data on what the sales process is like. But probably only relevant for SaaS businesses that sell to government / large business customers.