A lot of the enterprise requirements he talked about add no actual value to the product; they're just checkboxes on an RFP that are required.
Theoretically applying all of those requirements to your product might make your product more secure, scalable, or reliable. It'll also make your product harder to maintain, harder to test, and harder to improve.
Many of those requirements are there because vendors put them there. If you're part of the RFP process (and you should be if you're actually selling to that sort of customer) you should be actively pushing back on requirements that you feel are pointless...making them optional instead of required, or at the very least providing a delivery date instead of delivering day 1.
In the enterprise space there's no guarantee you'll get the contract; to an extent the decision more political than technical. You should do a brutal assessment of your actual chances before engaging in any work implementing their requirements before the contract is signed. And since the sales cycle will be at least 6-9 months you'll have plenty of time to figure things out.
Lastly, if your product is highly desired the "requirements" can be bent or delayed. They're guidelines and can be overridden, if you have the right relationships.
Comments
A lot of the enterprise requirements he talked about add no actual value to the product; they're just checkboxes on an RFP that are required.
Theoretically applying all of those requirements to your product might make your product more secure, scalable, or reliable. It'll also make your product harder to maintain, harder to test, and harder to improve.
Many of those requirements are there because vendors put them there. If you're part of the RFP process (and you should be if you're actually selling to that sort of customer) you should be actively pushing back on requirements that you feel are pointless...making them optional instead of required, or at the very least providing a delivery date instead of delivering day 1.
In the enterprise space there's no guarantee you'll get the contract; to an extent the decision more political than technical. You should do a brutal assessment of your actual chances before engaging in any work implementing their requirements before the contract is signed. And since the sales cycle will be at least 6-9 months you'll have plenty of time to figure things out.
Lastly, if your product is highly desired the "requirements" can be bent or delayed. They're guidelines and can be overridden, if you have the right relationships.
Interesting you assumed the female CEO writing this was male.
I've met both male and female people named Tracy.
Yes, I'm from the "he by default" generation.