Overcoming the size objection.
WHAT BUYERS WORRY ABOUT
That you will disappear That their data is unsafe That support will not be there That you cannot handle their scale
WHAT ADDRESSES EACH
Evidence of operating history Clear security documentation and practice Stated and met response commitments References at similar scale
WHAT SMALL PROVIDERS CAN OFFER THAT LARGE ONES CANNOT
Direct access to the people who build it Rapid response to problems Influence over the product Genuine attention
WHAT TO MAKE VISIBLE
Who you are Where you are How to reach you
WHY
Anonymous products are distrusted, and a named person is reassuring.
WHAT TO PUBLISH
A changelog, showing continuous work A status page, showing honesty about problems Documentation, showing seriousness
WHY THE CHANGELOG SPECIFICALLY
It is evidence that the product is alive.
WHAT TO OFFER TO REDUCE RISK
Monthly terms, so commitment is small Easy export A trial
WHAT TO AVOID
Claiming customers you do not have Implying a team size you do not have Terms that are one-sided
WHAT COMPOUNDS
Reputation, over years, from consistent behaviour.
