Obviously we'd all like a predictable business, but right now while we've consistently hit our number over the last 8 Qtrs, 6 of those have been propped up by large enterprise deals and without them, we'd be well off quota.
I'm sensing this is becoming more of the norm and nothing wrong with a great enterprise deal, but all it sometimes takes is a change of CIO, politics or C-Suite changes to put these deals at risk of slipping or tanking completely, leaving us in the shit.
Would you rather have that consistent run rate business as your base business, or gamble on Ent. reps for a less predictable business, but bigger rewards?
Every 6 months we talk as a business about our run rate but as soon as these large deals come in its quickly forgotten. I honestly believe long term this is going to create more problems than it solves.