There's a pretty natural hole in the market, between the "minnows" and "whales". Either your service skirts under the "needs review and approval" limit and you

There's a pretty natural hole in the market, between the "minnows" and "whales". Either your service skirts under the "needs review and approval" limit and you can get by with casting a wide net, or it's a serious purchase that needs to pay for the sales team that proves that it's a good idea for them. Also relevant: your first customer is going to be the hardest to get. There's a "whoops, I'm accidentally a consulting shop" trap here, but getting the customer first and productizing the solution you make for them might be a good approach.