We are successful with #SMBs but cannot get into big enterprises. This is the common issue of many b2b #SaaS.  Meanwhile, it is pretty achievable to work with a company of your size; working with big enterprises can be much more complicated. How to deal with it? The first stage is understanding there will be multiple people involved in helping and blocking you from becoming a #solution within their company. In the #Enterprise #market, it is essential to understand the #end-user is not the #buyer. Enterprise #software usually sucks because there are multiple constituents (end-user, business owner, IT owner, security, finance/procurement, legal) with different needs who must be satisfied to move on to the next round of buying process. The second stage is to appeal and personalize your pitch to the buyer's committee. Don't focus on the #decision-maker alone but rather on the whole committee. According to @HBR, over 7 people whom the decision-maker will consult before making a decision. Third, people will buy from other people they like, trust, and respect. Enterprise often wants #customizations and custom solutions. By showing them some case studies, use cases, and business cases in your industry with "customers like them," you will be able to win their hearts. As I am a big fan of #content and #demand #generation, I suggest a strategy my clients often use to penetrate the big enterprise. Co-create content with them. Exactly, not for them, with them :) #Protip: people usually like when you ask their #opinion on something.