I worked at a hole-in-the-wall-you've-never-heard-of software company that landed big contracts with large multinationals consistently that, from the customers' perspective, came down to one reason: it wasn't SAP. The licensing model of large, enterprise software does have ramifications for users on the floor. In this case it's because the software had a per-seat license and required expensive consultants to modify y…
I've had similar experience working on a B2B product that we sell to financial institutions. As the end users got a taste for our UX, they began to threaten resignation if they had to go back to the old system. Word of mouth and human competition are a hell of a thing. Once a branch manager sees how efficiently someone across the street is running their business (which is effectively identical due to mountainous regu…
So many miss this, and the big boys don't only miss the forest for the trees, they can't see the leaves either.
Total, narrow, limited scope.
Then big boys win by Hulk Smash. Startups win by leaves and forest.