b2b

Great article, Ryan. You characterize large enterprise sales as being on the order of "$1M+ deals"[1]. This seems a bit high for a startup with a newish product, but it's certainly achievable.

Do you have any insights into how startups can achieve $1M+ in annual contract value (ACV)? What differentiates their product and pricing strategy from a startup that sells software for say $100K a year?

[1]: http://themacro.com/articles/2016/05/enterprise-sales-for-ha...