[hrimfaxi]

I'm not saying it is always the case but does it not match your experience that big orgs like Microsoft are much better at navigating the enterprise sales process than a typical startup? Not to mention how many of those startups are just answering security questionnaires and other procurement gates with AI.

[zar1048576]

I definitely agree w/ you that big organizations are generally better able to navigate the enterprise sales process, but mainy trying to say that customers might choose to work with a bigger company's products for reasons that typically go way beyond that (e.g., better integrations, support resources, etc.).