We don’t know if we’ll even exist a year from now.

Yep, that is the key. If I were a big company, I would not buy if I did not know you would be around in a year either. Large companies and government entities of any size move slowly. If you are banking on a deal with either one to keep your company afloat, you need to make other sales. Large deals before you are stable are bad for everyone - for them because you are not stable, and for you because one customer now has the leverage to dictate your product roadmap because you cannot live without them.

In other words - expand your sales pipeline.