And that's for selling a fixed off-the-shelf solution. If you have something that needs to be a bit bespoke, or is an early-startup collaboration with a pilot

And that's for selling a fixed off-the-shelf solution. If you have something that needs to be a bit bespoke, or is an early-startup collaboration with a pilot customer as you refine and prove PMF... (and the customer is a real company, not just some other startups in your investors' portfolios)... and it impacts more than one very small team there... even if you already have the ear of their CEO... brace yourself for months of countless meetings with "stakeholders" of numerous departments. Which, as a nimble early startup, impresses upon you why, in theory, you should have a massive innovation advantage over large, lumbering businesses, who can't seem to do anything. Except you made the mistake of needing the buy-in of a large, lumbering business who can't seem to do anything. Now most of their barriers to movement are also yours. :)