To touch on your comment about how personal it is to sell into enterprise accounts. In enterprise I've found that most of the time when prospecting the equation for selling is 95% TRUST & 5% VALUE. Enterprise customers have a lot to lose if your offering goes south on them, so they need to trust their vendors.

That said it takes time to build trust. You can establish it over time by building authority and offering social proof in any industry.

Going direct to customers is a good way to start revenue but it's tough to scale. HP sells 80% of its revenue through partners. Instead of going direct to customers you should build a channel sales program and build up partner relationships.

Partners you work with should have clients already, clients you want. Clients that trust these partners because they do a good job.

That's how you get into enterprise quickly and scale.

I have built and sold five companies in the last 7 years. I was CIO at a $50M/year sales organization, now I am starting to take startups through a probono training on how to do sales for enterprise if anyone is interested in joining our sessions. No cost to anyone for as long as I enjoy hosting it. It's over google hangouts. Email me hn (at) strapr (dot) com to get on the list.