As someone with a failed B2B company in CV, can confirm. Also, don't think that you just need to sign a contract with a suit — it's only the beginning. Your toughest challenge will be getting their lazy and unmotivated IT department to actually do anything.
Shoot, I work as a professional services consultant doing software setup/hardware installs for a major tech company (actually the market leader in our niche) and all the time I get pushback from the engineers I'm working with who are resistant to change. If I had a nickel for every time I heard "we didn't choose this software" or "management is making us use this", I'd just about double my salary.
I ran into a client where they preferred their home-grown Perl script to our million-dollar solution because grep searches faster than we do, even though we have literally a billion more features.
It's not just a challenge with your startup trying to get name recognition. It's a challenge for the major players, too. Inertia is hard to overcome.
> I ran into a client where they preferred their home-grown Perl script to our million-dollar solution because grep searches faster than we do, even though we have literally a billion more features.
Did they need any of those features, or did they need to search?
