Here I am going to try something new for myself.
A cybersecurity SaaS product can be sold to enterprises and SMBs at the same time.
The theory is easy.
The hard part is reality.
Because, enterprise buyers are already lined up, already sceptical, already comparing you to vendors ten times our size. They do not tolerate much of half finished MVPs or beta excuses.
We want them early so, we need to look finished before we actually are.
Before we even think about selling, I want to set a roadmap for how I would approach this in 2026.
Not features. Not slogans. Decisions.
The first decision is accepting that this is not one market. It is one product with two buying psychologies.
SMBs buy relief.
Enterprises buy certainty.
If we treat them the same, we lose both.
The product itself must be enterprise ready from day one.
Not enterprise heavy, but enterprise safe. Logging that survives an audit. Pages that answer questions before they are asked. Clear ownership, escalation paths, and documentation that does not apologise for itself.
The portal cannot look small. Enterprises smell immaturity instantly.
At the same time, SMBs should never feel that weight.
They do not want process, they want progress. Their path in should be fast, self served, and obvious.
Pricing should be visible. Setup should feel like momentum, not commitment. If they need a call to understand value, we are already slowing them down.
So the roadmap splits not at the product level, but at the entry level.
In 2026, we should design two doors.
The SMB door is speed.
Trial, activation, first win in days. Automation everywhere. Onboarding that teaches without lecturing. The product proves itself before anyone talks to sales.
The enterprise door is narrative.
Context, reassurance, and proof. Diagrams, risk posture explanations, references, and a roadmap that shows intention. The product is the same, but the story is slower, calmer, and more deliberate.
Sales follows the same logic.
SMB sales is a must.
Enterprise sales is inevitable.
But neither should contaminate the other. An enterprise sales process forced onto SMBs kills growth. An SMB experience presented to enterprises kills trust.
I guess the hardest discipline will be internal.
One roadmap. One definition of quality. One support bar.
The moment we fork the product for one segment, we create debt the other will pay for later.
Custom work feels like progress until it becomes gravity.
By the end of 2026, the goal would not be balance. It would be leverage.
SMBs feeding volume, feedback, and signal. Enterprises feeding revenue, reputation, and stability. Each reinforcing the other without friction.
Cybersecurity SaaS is not about choosing who you sell to. It is about choosing how they arrive.
We shall get that right, and we stop juggling.
And start orchestrating.
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