[IgorPartola]

Exactly this. But my question here is also: is there not a competitive advantage to a big enterprise that applies standards in a more intelligent way? You have a SaaS, I have a Fortune 500 company that could use your product but I cannot use it because my procurement process is as long and winding ad the Road to Hana. In the meantime my competitor has a smarter procurement process that takes into account the impact and risk involved in renting your software. Don’t they get a competitive advantage over me by having a better process and as a result getting better vendors?

[mushufasa]

Unfortunately in most cases the buyers have way more liability/risk using a small vendor than opportunity. Often this is coming from regulators in certain industries.

In scenarios where the company REALLY REALLY wants to buy the SaaS, they often will invest in the company, one of the reasons for which being to ensure they have the resources to go through all the red tape.