One of the biggest mistakes you can make as a founder is to go after enterprise B2B without understanding it. Companies in this space are usually not willing to

One of the biggest mistakes you can make as a founder is to go after enterprise B2B without understanding it. Companies in this space are usually not willing to buy a half-baked product. Corporate procurement doesn’t like buying from vendors without a track record. The hardest part is getting your first client — which is why SMB is the typical entry point. The only companies I’ve seen be successful starting with the enterprise have older founders who have spent a decade or more working in the industry and already have the professional network and clout to reach their buyers. Without that professional network and a track record of delivering, you’re not going to make it past the front door. And in these types of environments, consulting / maintenance absolutely must be part of the business model. Your customers will demand it (or at least demand you have SIs lined up as implementation partners).