"For the most part, it's usually different in magnitude, not different in kind. An enterprise customer may have the same thing they do in the mid-market, but just at a larger scale. You still have to have a master pathway, and then you create derivative versions. The person running enterprise projects has a similar pathway, but a much stronger ability to deal with ambiguity."
A scaling principle for CS organizations: enterprise and mid-market customers usually need the same work done as small customers, just at a larger scale. Don't build entirely separate methodologies for different segments — build one master pathway and create derivative versions.
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Jeff Moss
Founder, Expansion Playbooks. A decade studying customer retention and expansion data from 75+ recurring revenue businesses.