We are creating a product targeted at streamlining the procurement processes at government organizations and big corp. However, most of these companies refuse to do business with startups that do not have years of experience or a strong balance sheet.
You definitely need to get a foot in the door - personal relationships are key. Find out what open to the public network events your target market is going to, and start showing up. You may also consider doing a joint-venture with a more established firm to help get your first few clients. Enterprise products are indeed a different world, as this Dropbox Product Manager talks about in this vid: <a href="https://www.youtube.com/watch?v=wl5HVPe9P7w" rel="nofollow">https://www.youtube.com/watch?v=wl5HVPe9P7w</a>
- Learn Golf.<p>- Hire an industry insider.<p>- Find a single launching partner and co-develop.<p>- Find a champion at a lower level of the corporate ladder.<p>- Learn all about patience. Enterprise sales is a long slog.
Consider acting as a complement to another already established vendor in the target market. Do they have a weakness in their offering that you can help patch? Are there features you can offer that will enhance their offering's value?
Write an app or something that extends capabilities of big platform and make it visually appealing.<p>PR the hell out of it.<p>Platform vendor + all platform customers will be on your side.