All great answers thus far. First, it is not for faint of heart. Second, if you get in door, learn how to say no as not every corporate customer is a good one - some can suck you dry and have you customize feature after feature so you need to be strong.
As a previous commenter mentioned, understanding what your product is and your go-to-market motion is super important. Are you a bottom up developer or user-led adoption with ideas to expand or are you going pure top-down enterprise? Either will take time but I've worked with many a company that successfully went from bottom up and generated significant enterprise sales like https://Snyk.io.
If you choose to go top down, find advisors or investors who have relationships at some of your corporate prospects. Going top down super early requires relationships to get in the door. Second, you have to figure out exactly who in the organization you need to get to and understand what is their pain and how you can uniquely solve it. I've seen way too many early stage founders get in the door to explore and they end up hunting for dodo birds - they're extinct and don't exist.
There is so much more on this topic and one method I advocate is focusing on enterprise design partnerships vs. selling which has more of a partnering model than a transatcional one. More on that here in a SaaStr podcast I was on - https://www.saastr.com/saastr-podcast-190-ed-sim-founder-gp-...
As a previous commenter mentioned, understanding what your product is and your go-to-market motion is super important. Are you a bottom up developer or user-led adoption with ideas to expand or are you going pure top-down enterprise? Either will take time but I've worked with many a company that successfully went from bottom up and generated significant enterprise sales like https://Snyk.io.
If you choose to go top down, find advisors or investors who have relationships at some of your corporate prospects. Going top down super early requires relationships to get in the door. Second, you have to figure out exactly who in the organization you need to get to and understand what is their pain and how you can uniquely solve it. I've seen way too many early stage founders get in the door to explore and they end up hunting for dodo birds - they're extinct and don't exist.
There is so much more on this topic and one method I advocate is focusing on enterprise design partnerships vs. selling which has more of a partnering model than a transatcional one. More on that here in a SaaStr podcast I was on - https://www.saastr.com/saastr-podcast-190-ed-sim-founder-gp-...