Why my small startup said ‘no’ to a huge enterprise customer

For a newly launched startup with huge plans but limited resources, enterprise customers might seem like a blessing in the sky. After all, large companies often have what startups are looking for – a single enterprise customer can bring you 10-1000x+ more revenue right away than a small account, and with multi-year contracts to boot. Their logos and extensive network would bring validation, contacts, and reputation in the industry. In 2017, I launched Lokalise, a B2B SaaS platform. It wasn’t my first tech company – back in the ‘90s, I was one of the first people in post-soviet Latvia with…

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