Definition
The process of selling products or services to large organisations, which typically involves longer sales cycles, multiple stakeholders, and complex decision-making processes.
Why it matters (in Poovi’s context)
This concept is relevant as one of the founders highlights the initial skepticism they faced regarding their ability to succeed in US enterprise sales.
Key properties or components
- Long sales cycles
- Multiple stakeholders
- Complex procurement
- High-value contracts
Contradictions or debates
None.