[AlexBlom]

Agreed, the author misses some very important points. Regardless of adoption, quite often the buyer is not the user, and the user is very rarely the early adopter.

There is nothing wrong with serving all audiences, and creating software that doesn't suck (in fact, you should), but with poor sales teams, presentations and RFP's you will struggle for adoption in enterprise, period.

Hacker Centric cultures are huge and are very important imo, but it remains key to understand the increased weight on a strong Business Development team in enterprise.

Dealing with enterprise is not easy. Generally speaking, whatever software you are selling is displacing something else (even if that displacement is administrative assistants). Thus there is a high degree of complexity, process changes etc. that change how the game must be played vs. B2C