One of my favourite points about big business is in here, and it applies equally well if you're a startup selling into a company or if you already work there.
These people are not looking for the lowest cost option, they're looking for maximum upside. Don't get stuck in a situation of selling incremental improvements with reduced costs, but work out how to spend the same you do today (or more) and get more back for it.
These people are not looking for the lowest cost option, they're looking for maximum upside. Don't get stuck in a situation of selling incremental improvements with reduced costs, but work out how to spend the same you do today (or more) and get more back for it.