The company I founded previous faced this problem - we were selling to a part of the development team that often had no clout in making financial decisions. We

The company I founded previous faced this problem - we were selling to a part of the development team that often had no clout in making financial decisions. We were able to sell to smaller companies and larger ones that happened to have people who had enough power to purchase. But the majority of companies had super long sales cycles where we had to work with them to prove out the cost savings to people higher up. Most of the time this went nowhere and cost us a ton of time. It wasn't the only reason the company failed, but a major contributing factor. Glad to see people talking about it because it's something a lot of small b2b companies face and there's surprisingly little advice on it.