You have built the dream team, started start-up marketing, and ready to solve the problem of that large enterprise that you know or have been working for quite a long time. Before dreaming of the six-figure checks, you have to consider the reality that how long can you hold your breath to close the deal, in short, vicious sales cycle of the enterprise world.
Your focus determines your reality. — Qui-Gon Jinn
Sadly, 90% of tech start-ups die, and one of the primary reasons for failure is the lack of funding. You can consider an early-stage investment, but most early-stage investors would like to see your traction, and although you have closed a deal, they want to know whether you can replicate that success again.
I am not an expert in enterprise sales. Personally, I vastly prefer marketing small business products. But I have been involved in a few enterprise companies over the last year. Here’s the main thing I’ve observed. Almost with every enterprise, it is tough to convince both purchase decision makers and real users at the same time.
Long story short, if you are planning to target large businesses and enterprises, you have to be extremely diligent while preparing your business plan and be ready for a long dry season of no revenue.