Real-World Scenarios & Access
Selling to enterprises (B2B)
Land your first big logo.
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...
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...
How do I survive procurement, legal, and security reviews as a tiny startup?
Procurement, legal, and security exist to slow you down, so prepare the paperwork before they ask: a standard MSA, a security one-pager, a data-han...
How do I price my very first enterprise deal without leaving money on the table or scaring them off?
Price against the value of the problem you solve, not your costs, and anchor high enough that the buyer takes you seriously as a real vendor rather...