Superhuman's new suite uses a "one of n" bundling strategy. If a customer is a paid power user of any single product (like Coda or Superhuman Mail), they get access to the entire suite for roughly the same price. This leverages deep loyalty in one area to drive adoption and discovery across the platform.

Cloudflare expanded from protecting websites (a reverse proxy) to protecting corporate employees (a forward proxy). They realized the same global network used to inspect incoming traffic could inspect outgoing traffic, allowing them to enter the massive Zero Trust security market with existing hardware.

To encourage adoption of tech benefiting multiple business units, Oshkosh's CVC arm uses a central budget to fund initial proofs of concept. This removes the "who pays?" friction, as no single department has to bear the initial cost for a company-wide benefit, with the successful unit paying later.

Large enterprises don't buy point solutions; they invest in a long-term platform vision. To succeed, build an extensible platform from day one, but lead with a specific, high-value use case as the entry point. This foundational architecture cannot be retrofitted later.

For large-scale B2B products, validate demand by signing customers who not only commit to buying but also pre-fund development. This model secures capital, guarantees early adopters, and ensures the product is built with direct, committed customer input from the very beginning.

By offering generous free services, Cloudflare aggregates immense web traffic. This scale gives them leverage to negotiate peering agreements with ISPs, drastically lowering their bandwidth costs. This cost advantage, reinvested into the network, creates a powerful, hard-to-replicate competitive moat.

Enterprises are comfortable buying services. Sell a service engagement first, powered by your technology on the back end, to get your foot in the door. This builds trust and bypasses procurement hurdles associated with new software. Later, you can transition them to a SaaS product model.

The value of an AI router like OpenRouter is abstracting away the non-technical friction of adopting new models: new vendor setup, billing relationships, and data policy reviews. This deletes organizational "brain damage" and lets engineers test new models instantly.

Cloudflare strategically offers unmetered DDoS protection and bandwidth even on its free tier, not penalizing customers for being attacked. Instead, they monetize by charging for complexity, such as specialized rules and advanced bot management, aligning pricing with higher-value enterprise needs.