Summary: an enterprise sale is typically characterized by the following attributes:
+ A number of decision-makers responsible for different aspects of the process from evaluation, through purchase, to value realization by the customer.
+ Your offering is a complex product that solves a complex problem.
+ You are co-creating value in the context of an ongoing business relationship.
+ A long sales cycle, normally at least a few months to the better part of a year.
+ The customer is as concerned with risk management as price and delivery terms.
An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. The founders must discover and diagnose the need, determine that the offering can be configured to create value for the customer, build alignment among decision-makers, explore how to work with the customer to co-create value, manage risk, and lay the groundwork for a long-term relationship.
