Why are they so slow? Who is best to contact? Is it worth the time?  The pitfalls and benefits of dealing with large companies with Richard Savoie of low carbon delivery compnay, Adiona.

I’m the founder of a marketing startup – we help organisations make sense of their data. We have some B2C customers, but our business model only really makes sense if we get into bigger companies and work with their data sets. We’ve had a lot of initial interest, but 6 months on, the sales cycle and procurement is KILLING us, and we’ve just had to let go of a few staff – and from a team of 9, we’re really feeling it. How the hell do startups manage to work with bigger companies? And what do I need to do to speed up this process?

From: Show Me The Data