As a startup, you should also use this information to help decide your company's own risk/reward ratio of pursuing a customer. I worked in a B2B startup, and when we tried to engage larger businesses we ran up against this "trust" issue. Every time, we spent lots of time and money talking with them and came away with nothing.
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As a startup, you should also use this information to help decide your company's own risk/reward ratio of pursuing a customer. I worked in a B2B startup, and when we tried to engage larger businesses we ran up against this "trust" issue. Every time, we spent lots of time and money talking with them and came away with nothing.