Large enterprises buy vendor visions and operating systems, not individual features
Dheeraj Pandey · He built a $20B public company, left—then raised a $100M Series A. | Dheeraj Pandey, Founder of N... · PMF Show · Nov 3, 2025 · at 41:44
Dheeraj Pandey, founder of Nutanix and DevRev, explains enterprise software procurement dynamics and why startups must build extensible platforms.
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“Most of the large enterprises, they don't buy features. They buy into a vision, and they want to start with the use case, because it's too much for them to have so many vendors. A large enterprise buys operating systems at scale.”
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