Moving Up-Market

Selling to a company with 5,000 employees is different from selling to a solo dev. They don't use a credit card; they use Purchase Orders and demand Enterprise-grade features.

1. SAML SSO (WorkOS / Auth0)

Big companies want to manage their employees' access through their own system (Okta, Azure AD). You must support **SAML SSO**. Tools like **WorkOS** allow you to add 'Login with Okta' to your SaaS in an afternoon instead of months of custom integration.

2. Audit Logs and Compliance

Compliance teams will ask for **Audit Logs**. They need to see a record of every time data was modified and by whom. Build this early. A robust audit trail is often the 'Table Stakes' for landing a 6-figure enterprise contract.

4. Career Mastery

Q: "Should I change my product for one big customer?"

Architect Answer: "Be careful of 'Service Company' trap. If a customer is paying you $5k/year, don't build custom features for them. If they are paying $50k/year, listen closely. If the feature they want would benefit ALL your customers, build it. If it's a 'One-off' that only they need, offer them an API they can use to build it themselves. Stay a **Product Company**, not a consultancy."