ex-Gartner analyst here. This is a very good. Enterprise needs and priorities are often misunderstood or not understood at all by start-ups. "Solving a problem" is, unfortunately, just not enough to sell to enterprises. You need many other technological and non-technological aspects (security, data protection, openness, and more) for enterprises to pay attention. If you can help start-ups get a leg-up, that is great. Imho, you may benefit by offering your start-up customers templates or processes that make it easy for them to understand what they will need for the segments they choose to serve.
