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I don’t think you sell to the enterprise at this stage. You sell to a manager of a department, and keep the deal size small enough that approvals are contained
by josho 6y ago
I don’t think you sell to the enterprise at this stage. You sell to a manager of a department, and keep the deal size small enough that approvals are contained at that level.
Then expand the account later when you’ve gained traction and can go through an enterprise sales process.
- Silhouette 6y agoExactly. Unless you already have an established connection to a potential enterprise customer with the influence to get you in, you're probably not going to be playing at that level for at least several years. Fortunately, you also probably don't want to be, because it would mean investing many resources in a months-long sales process with no guarantee of getting anything out of it at the end. Unless you have huge amounts of funding to burn through, your money is probably better spent on activities that generate revenue more quickly and build up a sustainable cash flow in the early days.