C-levels and other executives of large enterprises typically approach companies like Gartner for this. As a SaaS startup, we’ve been quite successful partnering

C-levels and other executives of large enterprises typically approach companies like Gartner for this. As a SaaS startup, we’ve been quite successful partnering with Gartner which opened doors to us we otherwise would never be able to. In general, I think it’s better for a technology provider to partner with organizations to handle this tough enterprise sales process than to do it yourselves, but it depends upon your market and organization (we’re a database provider).