How to Navigate Enterprise Organizations: A Primer for Startups The power base within enterprise organizations—and with it, the way vendors sell into these enterprises—is shitfing. Much of this is attributable to the consumerization of IT: Workers now bring the expectations of user- friendly consumer tech to the tools they use at work. They won’t put up with clunky, tough-to-use products when they know that user-friendly, intuitive alternatives exist. This trend has unlocked new budgets inside organizations for solutions tailored more for individual employees, as opposed to large groups or company-wide rollouts. Now, employees are no longer limited to using rudimentary, legacy tools like Excel spreadsheets; many can opt for new cloud-based and/or open-source tools to help them work more productively and effectively. 4