If you don't have any reference customers you are going to need to find a department manager who is in a lot of pain. It's very hard for an early stage startup to sell to a large corporation, but it can be done if you find someone with budget, or who can secure budget, who is in a lot of pain.
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If you don't have any reference customers you are going to need to find a department manager who is in a lot of pain. It's very hard for an early stage startup to sell to a large corporation, but it can be done if you find someone with budget, or who can secure budget, who is in a lot of pain.
We blogged about the need for startups to sell around IT in larger firms here: http://www.skmurphy.com/blog/2007/03/08/selling-around-it-in...
Probably the best book on this is "Four Steps to the Epiphany" by Steve Blank
The best book on how to give a good software demo is "Great Demo!" by Peter Cohan of http://www.secondderivative.com/