Frequently asked questions
What employee count counts as enterprise?
Most B2B vendors draw the line at 2,000+ employees, with "large enterprise" starting at 10,000+. The number matters less than the motion: if the buying committee is 10+ people and procurement gates every purchase, you're selling enterprise regardless of headcount.
What's the average enterprise sales cycle in 2026?
For software, 8 to 14 months from first touch to closed-won. The cycle shortened slightly during 2023-2024 austerity but has been growing again as buying committees expand and security reviews intensify.
What's the biggest reason enterprise deals slip?
Procurement and legal review schedules. The technical decision is often made in months one through four; months five through ten are paper. Build cycle math accordingly.
How is enterprise outbound different from mid-market outbound?
In enterprise, the SDR-to-meeting motion is replaced by multi-touch, multi-channel sequences focused on a 10-account list per rep. Cold email reply rates are lower; the value of an executive briefing is higher.
Does Landbase target enterprise customers?
Yes for the data layer (signals, scoring, account intelligence). Enterprise buyers typically combine Landbase with their existing ABM platform rather than replacing it. The CLI matters less to enterprise buyers and more to mid-market technical RevOps teams.
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