Summary: An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved

Summary: An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. The founders must discover and diagnose the need, determine that the offering can be configured to create value for the customer, build alignment among decision-makers, explore how to work with the customer to co-create value, manage risk, and lay the groundwork for a long-term relationship.