Reliability expectations
Enterprise buyers don't expect five nines. They expect honesty: a documented SLA you can back up, a known recovery time, and a runbook that doesn't depend on one engineer being awake.
- Stated, defendable SLA / SLOs
- Tested backup restore in the last 6 months
- An on-call rota with a real escalation path
Security & access controls
Most failed security reviews aren't about exotic threats — they're about basics that drift over time.
- SSO + MFA for all human access
- No long-lived API keys or shared admin accounts
- Secrets stored in a managed secret store, not env files
- Least-privilege IAM that someone actually reviews
Evidence & audit readiness
If a buyer or auditor asks 'who changed what, when, and why?' — could you answer in minutes, not days?
- Centralised, retained audit logs
- Change history through code review and CI
- An asset inventory you trust
What enterprise buyers don't care about
It's worth being explicit. A lot of platform work doesn't move the needle for buyers.
- Bleeding-edge architecture diagrams
- Multi-cloud for its own sake
- Custom Kubernetes when managed services would do
- Dashboards no human looks at
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