Ask HN: How do you sell to governments and large organizations?
I sell $1m+ pieces of equipment into large companies, not governments and the key is to network throughout the company and build a coalition of interested people for your product. For example, at one company I&#x27;ve worked with - I&#x27;ve spent loads of time talking to people with similar positions at each site they have and have run loads of demos for each of the groups.<p>Each of the groups pushes the need up to their local management, and the local management talks to corporate. A key factor in our success has been getting corporate to hear a similar message from multiple sites asking for our equipment.<p>It takes a really long time to make anything happen - often on the order of 2-3yr.