[tyingq]

I believe the idea is that the big customers are interested because everyone is raving about it. If you price out the smaller customers, there's nobody to rave about it.

Consider, for example, that Akamai's revenues are sitting in a plateau over the last 5 years, while Cloudflare is moving up.

[alephnerd]

> I believe the idea is that the big customers are interested because everyone is raving about it. If you price out the smaller customers, there's nobody to rave about it.

That's not how enterprise procurement works, which is what makes the big bucks for companies like Akamai and Splunk.

Cloudflare traditionally targeted mid-market and is in the process of building out an upper market/enterprise motion (I worked with the guy they hired to lead that in a previous role).

I can dig deeper into ICP, Market Segmentation, and Enterprise sales if interested. There is too much FUD on HN

[tyingq]

How is what I said "FUD"? I know what it stands for. I don't see where I went with any of those three themes.

Akamai has certainly done well over their lifetime, but their revenue for the last 5 years is very flat. That's not "FUD".

[alephnerd]

That wasn't aimed at you. I meant the general discourse of Enterprise Sales and GTM on HN is filled with FUD

[hexo]

Probably deserved. GTM is what, google tag manager?

[tyingq]

I imagine "go to market".

[mardifoufs]

I am super interested! Enterprise is like a rabbit hole to me

[nemo]

>big customers are interested because everyone is raving about it.

In this case the big customers are already using it. Splunk's value proposition for those customer is that they can handle with a massive volume without a hiccup. Small customers don't have the needs where Splunk is uniquely useful.