Comment by kippinsula

the other side of this is instructive too. we've sold into mid-market accounts and the decision isn't usually 'is this better' but 'what happens to me if this breaks'. the incumbent's main feature isn't functionality, it's someone else's neck on the line if it goes wrong. the winning move for a small SaaS is afaik to get a champion inside who's willing to own that risk personally, and make sure they look very good when it works.