The way I have found works is this; find a consultant who charges a lot of money to go and do X at a company (and who has a lot of business).
Figure out a way for a company to do most of X itself with some software whilst still leaving some "wrapping up" or auditing for consultants to do.
Convince consultant to come onboard with their expertise to help develop the software (revenue sharing deal). He/she becomes a ready made sales person once launched.
Price product at fraction of the cost of getting consultant to do the work (i.e. instead of 100K - price it at 10K).
Any tips on the "find a consultant who charges a lot of money to go and do X at a company" stage? Do consultants have conventions or anything like that?
