Enterprise Sales
Selling to large organizations, marked by big deals, long sales cycles, multiple stakeholders, procurement, and security reviews. High value, high effort.
Why it matters
Enterprise deals can transform revenue but demand patience, a real sales motion, and the runway to survive long cycles. Founders should weigh whether their product, pricing, and cash position fit the enterprise game before committing to it.
For example
Selling to a bank means a nine-month cycle, a security review, a procurement team, and five stakeholders, but the deal is worth 50 lakh a year.
Worth your time
Related terms
Go deeper
See how founders actually handle this on Getting your first customers, part of the Starting Up hub.
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