Best Practice Report

Q&A: How To Win Enterprise Clients And Survive The Process

A Guide For Emerging Vendors On How To Excel At Selling To Enterprises

February 26th, 2019
Oliwia Berdak, VP, Research Director
Oliwia Berdak VP, Research Director
With contributors:
Benjamin Ensor , Lori Wizdo , Duncan Jones , Sneha Dawda , Diane Lynch

Summary

Technology startups are keen to win enterprise customers. Just a few marquee names can anchor the business and make it easier to hire talent and secure funding — and a few hundred can create a unicorn. But organizational complexity, long sales cycles, and rigorous sourcing and procurement rules make selling to enterprises a tough prospect for most emerging vendors. We've spoken with a range of enterprises and young, high-growth technology firms to help B2B marketers navigate the process.

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