[wlievens]

Most people here mention "larger businesses". But aren't exactly those much more likely to buy their solutions from established software houses, for regulatory reasons, or higher guarantee of continuity? I don't see how a bank, pharma producer, shipping company or publishing house would buy software from an ISV...

[wdewind]

Just because you learn from certain businesses doesn't mean you need to start off selling to them. Many businesses start by meeting the needs of smaller businesses and work up to larger ones.