[jot]

I recently had a similar situation.

Getting someone involved who really understands the enterprise buying process was a massive help.

I worked with Alice from https://lookingglasssolutions.com (UK based). She was great and gave us much more confidence in our responses.

I recommend having a call with her and/or finding someone in your part of the world/market that offers similar services.

[com]

I’m really hoping that Alice is the principal of the business, and chose to name it as a hat-tip to her fictional and real namesake.