beat is completely right. Just to add on a bit to the risk aspect, you have to keep in mind that the sales process is much longer because your customers are gro

beat is completely right. Just to add on a bit to the risk aspect, you have to keep in mind that the sales process is much longer because your customers are groups of highly-informed individuals discussing how spending their money might affect their whole business. The way to sell b2b apps is to focus almost exclusively on branding and positioning at first. It is very hard to find early adopters here. They need to feel safe about using your product because buying unfamiliar brands implies financial risks. Or maybe they they don't like it, or it doesn't meet their requirements, and there's also a lot more politics involved.