Enterprise buyers tend to be more regulated. They can’t make decisions on gut or emotion — or rather, they can, but it has to be justified with a business case. Big companies are often public companies with checks and balances. The person who pays for the product (finance) isn’t the person who uses it (the line of business). Understanding this dichotomy is critical for product development and sales. Initially, you may target early adopters, where the buyer is much closer to the user (they may be the same person at this point), but as you move past early adopters, the buyer and user diverge.
