[yowlingcat]

This is why you need to actually say no to giant enterprise clients until your company is ready enough to weather the multi-year sales cycle with a strong revenue base outside of it, even if those enterprise parties are interested. I think a lot of B2B executives forget this lesson. A sales cycle your company is not ready for could kill it if attempted prematurely, even if it could theoretically close.

[moneywoes]

Any other reading on sales cycles, very interesting

[user_named]

It just means spending 12-24 months of time, from everyone including ceo, vps, Product, cto, devs, designers, marketers, to get th contract signed. 24 months of these people's wages is a lot.