[foobiekr]

In the real world. I’ve been working for large vendors for literal decades and I can tell you outright that you own us if you’re a big customer, even if we are the only vendor in sight, and no one gives a shit if you’re spreading out your business.

This is 100% a natural consequence of the need to make your quarter. A bigger deal is much more influential than a small one, consistently. Sales incentives also do this.

People who have not actually worked in the industry with a solid eye for how this works often think that having multiple vendors is a good answer, but it’s not. Having optionality helps, but in the end it’s all about deal size.