[drd]

The major barrier in penetrating the corporate world is that the decision makers (the customers) don’t accept this fact: ”their software tool is a product of a software engineering process.” You cannot believe how many proprietary software tools I have seen in corporates which are developed by mechanical, and electrical engineers. So, they lose thousands of hours of work every year due to problems with their software tools. But, nobody cares, simply because the lost money is shareholders money and is attributed to production costs. Another reason that decision makers don’t care is that they only see themselves in that position for a short period of time (max 5 years) and they move on to another corporate. So, they only try to keep things look good during that period.

To sell to corporates you should find close friends among those decision makers.