To touch upon and dive deeper into your comment about how the author lacks expertise when selling into enterprise accounts. In enterprise I&#x27;ve found that most of the time when prospecting the equation for selling is 95% TRUST &amp; 5% VALUE. Enterprise customers have a lot to lose if your offering goes south on them, so they need to trust their vendors.<p>That said it takes time to build trust. You can establish it over time by building authority and offering social proof in any industry.<p>Going direct to customers is a good way to start revenue but it&#x27;s tough to scale. HP sells 80% of its revenue through partners. Instead of going direct to customers you should build a channel sales program and build up partner relationships.<p>Partners you work with should have clients already, clients you want. Clients that trust these partners because they do a good job.<p>That&#x27;s how you get into enterprise quickly and scale.<p>I have built and sold five companies in the last 7 years. I was CIO at a $50M&#x2F;year sales organization by age 24, now I am going to be taking over 170 (as of writing this) startups through a probono training on how to do sales for enterprise. I&#x27;d like to extend an invite to everyone on here if anyone is interested in joining our session. No cost to anyone for as long as I enjoy hosting it. It&#x27;s going to be hosted over a webinar on May 26th. Email me hn (at) strapr (dot) com to get on the list.