We're in an interesting situation at Crocodoc (YC W10) where we're selling both to B2D customers (individual developers / small teams) and B2D customers (big organizations like linkedin and dropbox).
In our experience the trick to B2E sales is to make sure that (1) you're solving such a difficult problem that you can get over the initial "we'll just build this in-house" hurdle, and (2) you embrace the additional security/privacy/compliance requirements that come with most B2E solutions.
#1 came as the result of years of work (what we do -- displaying Office and PDF documents as viewable/annotatable HTML -- turns out to be super difficult), and #2 came from lots of customer development and lots of actual development (most B2D services don't have to worry about these types of requirements).
In our experience the trick to B2E sales is to make sure that (1) you're solving such a difficult problem that you can get over the initial "we'll just build this in-house" hurdle, and (2) you embrace the additional security/privacy/compliance requirements that come with most B2E solutions.
#1 came as the result of years of work (what we do -- displaying Office and PDF documents as viewable/annotatable HTML -- turns out to be super difficult), and #2 came from lots of customer development and lots of actual development (most B2D services don't have to worry about these types of requirements).