[mch82]

Study GitLab. They’ve done a great job of creating a product that enterprises buy. Their strategy has evolved over the years. Because so much of what GitLab does is public you can learn from them instead of having to relearn everything yourself.

Give yourself time. One of the key things enterprises look for is the maturity of the company that supports a product. You’ll need to mature into a governance model, support model, and long-term viability that enterprise buyers recognize and feel comfortable with. Enterprises also make purchasing decisions slowly. It can take years to make a sale.