In my experience, there's actually gold to be dug from that relationship. The people who spend money in these BigCo don't spend their own money and their motives are structured way differently than what would be in a small business.
The BigCo can actually pay you big if you can improve the career and boost the ego of those who will make the decisions. To do this, you need to give people something that they can present to their own managers in a very positive light so they can present it to their own managers. That's how you can build a momentum of people who can push for purchase of your product.
From what I'se seen, making the life easier of some technical employees is not good. Think putting something trendy in it that the managers would love to boost about it. Could be a trendy tech(big data, AI etc.), could be social proof(Apple and Nvidia are also buying from this company). Just try to structure your marketing(which roughly means finding your customers, not to be confused with advertising) in a way that matches the incentives of people who don't spend their own money but try to work their way up in structured relationship. Of course, your product should also accomplish something so you can have a long term business. So it's not a fraud, it just needs right kind of engagement.
I agree - and doing this is not the same as doing everything they ask, on the bet it will come off. In my opinion having that view for the managers to boast about means you are aligned with where they will invest - it is where they see value.
The BigCo can actually pay you big if you can improve the career and boost the ego of those who will make the decisions. To do this, you need to give people something that they can present to their own managers in a very positive light so they can present it to their own managers. That's how you can build a momentum of people who can push for purchase of your product.
From what I'se seen, making the life easier of some technical employees is not good. Think putting something trendy in it that the managers would love to boost about it. Could be a trendy tech(big data, AI etc.), could be social proof(Apple and Nvidia are also buying from this company). Just try to structure your marketing(which roughly means finding your customers, not to be confused with advertising) in a way that matches the incentives of people who don't spend their own money but try to work their way up in structured relationship. Of course, your product should also accomplish something so you can have a long term business. So it's not a fraud, it just needs right kind of engagement.