One of my favourite points about big business is in here, and it applies equally well if you're a startup selling into a company or if you already work there.

One of my favourite points about big business is in here, and it applies equally well if you're a startup selling into a company or if you already work there. These people are not looking for the lowest cost option, they're looking for maximum upside. Don't get stuck in a situation of selling incremental improvements with reduced costs, but work out how to spend the same you do today (or more) and get more back for it.