But you're absolutely right - the sales cycle is very different. Not only do you have looong lead-times, but you also have to understand all the corporate bullshit, and weird decisions that get made based on the sometimes irrational behaviour of big corporations.
But if you do it right you can make big-corp pay for your development. If you sell it well some companies will give you the opportunity to sell them something you have yet to make, and that they full-well know will make your company very profitable. Nix the VC, go straight to the customer, and make them pay up front.
But you're absolutely right - the sales cycle is very different. Not only do you have looong lead-times, but you also have to understand all the corporate bullshit, and weird decisions that get made based on the sometimes irrational behaviour of big corporations.
But if you do it right you can make big-corp pay for your development. If you sell it well some companies will give you the opportunity to sell them something you have yet to make, and that they full-well know will make your company very profitable. Nix the VC, go straight to the customer, and make them pay up front.