... thought we knew We assumed enterprise customers wanted the same things as our small business users, just more of it. More security. More control. More features. We never talked to them. We read blog posts. We looked at competitor pricing pages. We guessed. Here's what we missed: Procurement cycles. Enterprise deals take 6-12 months. We had 30-day sales cycles. We weren't built for that. Security reviews. We needed SOC2. We didn't have it. Customers asked ... ... data lives than what the AI could actually do. Data sovereignty, not model capability, was the #1 thing. That one insight basically forced us to rethink our entire architecture. Anyone else been surprised by what enterprise buyers actually prioritize vs