If you don't have the budget like IBM, Microsoft, etc. to schmooze with those with purchasing power, you can do what Atlassian does, which is sell from the bott

If you don't have the budget like IBM, Microsoft, etc. to schmooze with those with purchasing power, you can do what Atlassian does, which is sell from the bottom up. The idea is to make the product cheap enough that individuals/departments will not have to go up the purchasing chain to pay for it. Hence their use any of our products for $10 for up to x number of users. If your product is able to solve a problem of theirs, you'll have evangelist within the company and they'll spread the word within the company. And eventually their product will reach somebody with purchasing power.