In chatting about acquisitions and financing yesterday with a colleague, I was lamenting the "enterprise" vs. the SMB space. My contention was that the enterprise is complicated, expensive to win, expensive to maintain, etc. I was countered with the point that, "At least the enterprise has the money to buy".
I know there’s nuance here, but having dealt mostly with the enterprise and the inevitable travel (writing this at DFW airport), I can see why folks love the "hosted, on-demand, SaaS, self-service" model so well.
It takes extreme discipline to avoid the temptations of the enterprise (the hunt, the big check, the professional services revenues, etc.) if your determined to grow differently. To become "big" doesn’t one have to engage the enterprise? At least currently I think so. Even SalesForce.com has required serious enterprise style integration and modification to do what’s needed at the GE’s of this world. At least, that’s my opinion.