My experience with large customers in my previous startup was that they do all those things: they want demos, they ask for large volume discounts, they wants cu

My experience with large customers in my previous startup was that they do all those things: they want demos, they ask for large volume discounts, they wants custom features and a custom license agreement and a 24x7 phone support. My solution was simple: just refuse to do all those things. To my surprise vast majority of them went ahead and still bought my product (some posed an "offended" stance initially). I guess for that to work you really have to have the best product for their needs. :-)