That's a great article, but I'd like to add that SMB / Enterprise isn't a strictly binary demaracation with clearly defined boundaries. It's more of an analog continuum where lumping a given company into one bucket or the other is somewhat probabilistic.

Eg, a 500 person company and a 32,000 person company are both over the stated threshold of250 employees for "SMB", but the 500 person company and the 32,000 person company may behave quite differently.

I think this article covers some related ground and may be of interest here:

http://www.bothsidesofthetable.com/2009/09/16/most-startups-...

Has the author read Camels and Rubber Duckies[1]?

"The reason I bring this up is because software is priced three ways: free, cheap, and dear.

1. Free. Open source, etc. Not relevant to the current discussion. Nothing to see here. Move along.

2. Cheap. $10 - $1000, sold to a very large number of people at a low price without a salesforce. Most shrinkwrapped consumer and small business software falls into this category.

3. Dear. $75,000 - $1,000,000, sold to a handful of rich big companies using a team of slick salespeople that do six months of intense PowerPoint just to get one goddamn sale. The Oracle model."

[1] http://joelonsoftware.com/articles/CamelsandRubberDuckies.ht...