Great article, Ryan. You characterize large enterprise sales as being on the order of &quot;$1M+ deals&quot;[1]. This seems a bit high for a startup with a newish product, but it&#x27;s certainly achievable.<p>Do you have any insights into how startups can achieve $1M+ in annual contract value (ACV)? What differentiates their product and pricing strategy from a startup that sells software for say $100K a year?<p>[1]: <a href="http:&#x2F;&#x2F;themacro.com&#x2F;articles&#x2F;2016&#x2F;05&#x2F;enterprise-sales-for-hackers&#x2F;#e3" rel="nofollow">http:&#x2F;&#x2F;themacro.com&#x2F;articles&#x2F;2016&#x2F;05&#x2F;enterprise-sales-for-ha...</a>