Great article, but the one point it glosses over is how to get the first customer on board. It talks about how to identify good markets, as well as what to do when a company is already interested in buying from you. But getting a big company to come to that stage is non-trivial, and requires several meetings with their management for a big, enterprise sale.
So how do you do it? You can't point to a track record, or other customers, but what you can give your customer(s) is comfort with the sales process, and transparency. Still it's an uphill battle, and usually you have to talk to a lot more than a few companies to get a contract of this size.
So how do you do it? You can't point to a track record, or other customers, but what you can give your customer(s) is comfort with the sales process, and transparency. Still it's an uphill battle, and usually you have to talk to a lot more than a few companies to get a contract of this size.