エンタープライズのカスタマイズ（引用）

引用元の記事は Check-the-Box Features? You Have to Build Them. Even if Usage is Zero.

So how many folks will actually turn on this addiitonal feature? A small minority most likely. The trade-off isn’t worth it for many of us. And even if they do, they may well turn it off later and just stick with standard enhanced encryption. And again, the app was plenty secure before this at a practical level for 99.9% of use cases. And yet … and yet … Zoom the company needed to ship this feature. Not because the application really needed it. But because as Zoom got bigger and bigger, and because as post-Covid Zoom became more and more critical to how enterprises are run, its larger customers just demanded it. “We need end-to-end encryption.” So Zoom finally … checked the box. And the issue here in the enterprise, in CIOs’ offices, once it’s finally built, just fades. CIOs and CTOs and more stop caring once they know it’s there. The security audit is passed. Folks move on. Even if they never actually use the feature. The same will happen to you as you go upmarket. Big enterprise customers will ask you to build “check-the-box features”, especially around perceived security, disaster recovery, etc. that they’ll likely never actually use at all, or just barely. Because the trade-offs in the end aren’t worth it. In fact, they may even forget about ever turning on the feature in practice after they Adobe Sign the contract. You can resist when enterprise customers ask. You can explain to them why they don’t really need the feature. E.g., why SOC-2 isn’t a big deal. Etc. etc. But if you argue, even if you are right — you’ll simply lose a lot of those deals. It’s not worth it — at least not in the enterprise. With SMBs, it may be OK to lose 2%-5% of deals due to not having a critical enterprise check-the-box feature. But is it worth losing a $50k, $100k, $500k deal over not building a check-the-box feature? No. It almost never is. Not if you could build the feature in a few days, or even a few weeks. So I know your dev team may not want to build these features that just never really get used. But show them why they matter at a business level. Why you’ll win the next big deal if you deliver these features. And why not to worry if many of them are never really used in practice.

エンタープライズに要望される機能は殆どのケースにおいて実際使われない、むしろ依頼受けて追加しても忘れられるかもしれない。 でもエンタープライズは社数としてとても少ないけど売上の内訳としてとても大きいので、清濁を呑めそれしか選択肢がないと。

SMB向けのマーケットプレイス事業を売却後、エンプラ向けのSaaSをやってます。元エンジニア：Ruby / Go / Nuxt / ReactNative