Most founders think the hardest part of selling to an enterprise is building a good enough product. It's not. Recently, @skirani, Partner at @Accel, sat down with Jason Graefe from @Microsoft to talk about what actually separates founders who crack enterprise from those who don't. Here's what it takes to get there and stay there:

1/ 𝐃𝐨𝐧'𝐭 𝐛𝐮𝐢𝐥𝐝 𝐲𝐨𝐮𝐫 𝐜𝐨𝐦𝐩𝐚𝐧𝐲 𝐚𝐫𝐨𝐮𝐧𝐝 𝐨𝐧𝐞 𝐦𝐨𝐝𝐞𝐥. If your product is tied to one model's pricing, capabilities, and roadmap, you're exposed every time a better one ships. The founders building durable companies are treating models as interchangeable so that when models improve, their product improves with them.

2/ 𝐀𝐮𝐝𝐢𝐭 𝐲𝐨𝐮𝐫 𝐚𝐬𝐬𝐮𝐦𝐩𝐭𝐢𝐨𝐧𝐬 𝐛𝐞𝐟𝐨𝐫𝐞 𝐲𝐨𝐮𝐫 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐨𝐫𝐬 𝐝𝐨. Every experienced builder carries a mental map of what's too hard, what's been tried, what doesn't work. AI is quietly invalidating large parts of that map. The question worth asking: which of your constraints are real, and which are just inherited from a world that no longer exists?