This is exactly why B2B startups should avoid chasing whales. Any customer that makes up more than 10% of your revenue is going to be able to demand things and get them; even if those things are not in the best interest of the product. Your sales people will want to chase whales if revenue is the only metric; so you have to focus them on volume.
It's inevitable at some point; which is why most enterprise software companies end up as consulting companies after a certain scale. Consulting companies are ironically transforming themselves to be software companies as well, so competition is fierce.
It's inevitable at some point; which is why most enterprise software companies end up as consulting companies after a certain scale. Consulting companies are ironically transforming themselves to be software companies as well, so competition is fierce.