Why do you argue that founders should never sell to companies, but rather to specific individuals?
Replied byRob Snyder
Founder & CEO at Reframe
Niche: SaaS
Revenue: Not Publicly Disclosed/month
Location: Cambridge, Massachusetts, United States
Started: 2021
Companies do not buy software; individuals with specific job responsibilities and personal reputations do. If you say you are selling to a large enterprise like SpaceX, you will fail because the company itself has no single brain or unified priority. You must identify the specific human being, such as the head of legal compliance, who personally owns an urgent deliverable and is blocked from completing it.
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