Inside the Enterprise Deal: From Pilot to Procurement

Selling into enterprise can be one of the biggest growth opportunities for a startup, but also one of the hardest sales processes to navigate.

A promising conversation can quickly become a months-long journey involving pilots, multiple stakeholders, security reviews, legal, risk, procurement and changing internal priorities. Knowing how to prove value is only part of the challenge. You also need to build the right internal champions, understand what different decision-makers need to see, structure a pilot that creates a genuine pathway to a commercial agreement, and navigate pricing and procurement without losing momentum.

So what actually makes an enterprise deal move, and why do seemingly strong opportunities stall?

This session brings together leaders with experience across enterprise innovation, technology and complex commercial deals to unpack what happens behind the scenes once a potential customer is interested. They’ll share how enterprise buying decisions really get made, where deals tend to get stuck, and what startups can do to make themselves easier to buy from.