This is a valid approach and is commonly used even with large enterprises. It's also the route we're taking with our startup as it lowers the initial friction a

This is a valid approach and is commonly used even with large enterprises. It's also the route we're taking with our startup as it lowers the initial friction and allows you to build out credibility. This is also the approach I used when working in consulting - effectively, you're looking for a small ask/commitment before making the big jump. Good example could be Intercom which is broadly expanding it's offering.