Mar 303 min read
The Complexity Tax: Why Good Products Lose Deals
Most enterprise products don’t fail because they’re bad. They fail because they’re too complex to understand quickly. And in enterprise environments, speed of understanding is not a nice-to-have. It’s a gating function for revenue. Every additional layer of explanation—every extra slide, diagram, or qualifier—introduces friction into the decision-making process. That friction compounds. Over time, it becomes what we call the complexity tax . What Is the Complexity Tax? The c