We plan to bring eChai across 100 cities in India. It starts with eChai Startup Demo Day on 26 September, all in person. 13 cities confirmed, 675 founders registered. Any city that reaches 20 interested founders is on too. See your city

Access, sales & scenarios

Selling to enterprises (B2B)

Land your first big logo.

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How do I land my first enterprise customer when nobody has heard of us? You don't win the first logo with a brand, you win it with a relationship and a sharply-scoped problem you can prove you solve. Mine your network, ... Intermediate 3 resources → How long is a B2B sales cycle and how do I not run out of money waiting? Enterprise cycles routinely run 3 to 9 months (longer with security and procurement), so assume every deal takes twice as long as the champion prom... Intermediate 3 resources → Who do I actually sell to inside a big company, and how do I find the decision-maker? Big companies have three roles you must map: the champion who feels the pain daily, the economic buyer who controls budget, and the blockers in sec... Intermediate 3 resources → They want a free pilot, should I do it? Free pilots attract tire-kickers and give you no signal on real buying intent, so default to a paid pilot, even a small refundable one, to force th... Intermediate 3 resources → Should I use design partners, and how do I structure the deal? Design partners are your cheat code to product-market fit: a handful of committed early customers who co-build with you in exchange for influence, ... Intermediate 3 resources → As a technical or first-time founder, how do I actually run a good sales call? Selling is a learnable muscle, not a personality trait, and the single biggest lever is leading with discovery questions instead of pitching featur... Intermediate 3 resources → Can an Indian startup sell to global enterprises, and what's different about doing it from India? Yes, Indian SaaS companies from Zoho to Freshworks have sold to global enterprises without a single US sales rep in the early days, so distance is ... Intermediate 3 resources → Should I hire a salesperson yet, or keep selling founder-led until I hit a certain revenue? Keep selling founder-led until you've closed roughly your first 10 enterprise deals yourself and can write down a repeatable playbook, because a sa... Intermediate 3 resources → How do I sell into a big Indian corporate or bank when they expect vendors to be large, established, and often to pay for access? Indian enterprise buying runs on relationships and risk-aversion, so lead with a warm introduction and a reference customer in their industry befor... Intermediate 3 resources → How do I handle a deal that stalls after a great demo and just goes quiet? A stalled deal almost always means you never found the real economic buyer or the pain wasn't urgent enough to jump the queue, so stop 'following u... Intermediate 3 resources → How do I know if this enterprise deal is a real repeatable market or a one-off custom project that will trap me? If closing the deal requires you to build something only this customer needs, you're taking on a services project wearing a product costume, and it... Intermediate 3 resources → How do I support and keep an enterprise customer alive after the sale when I'm still a tiny team? Onboarding is where enterprise revenue is actually won: a customer who doesn't reach value in the first 60 days will churn no matter how good the s... Intermediate 3 resources →

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