[rtpg]

> You don't want to go through enterprise sales cycles when you are just starting your company.

There's definitely a gradient here. If you are good at juggling sales cycles, you can close "small enterprise" deals. And if you have a good programming layer, instead of going through a full dev process for each thing, you get "integrators" working on things.

The advantage here: once the design is done, you're writing a handful of 10-line scripts. You can have a design meeting, have a person sit down for an hour, and ship out a thing that closes a deal. And the design can be done for _just_ the company's needs instead of a full flow. You can charge an "integration fee" to the customer in this case as well.

A programming layer lets you remove a huge level of tension that comes with B2B sales: juggling specific client needs with your product needs.