The business models in enterprise have changed pretty dramatically. A huge problem with enterprise software traditionally has been usually you sell to the customer and then they adopt the technology. The great thing about 'freemium' and the new way enterprise software is being sold is you get to try it first and then buy it.

You want to find the really crazy but still somewhat reasonable outliers within the customer ecosystem.

They can bring the technology in, then you can sell to the enterprise when they want to have better control, better security... you still have the same biz model as a traditional enterprise sw company, but the way to get into the company is through the end user.

The IT model of the enterprise has become a lot more user lead.

You can look at the cost structure of an incumbent company and discover: where are they not going to be able to drop their prices... because that business model is fundamental to the existence of the company.

We didn't really start the company to go build an enterprise software company.

Everything about the enterprise, and then by definition the software the enterprise uses has changed - just in the last 5 years.