A long time back, I bootstrapped a SaaS which was useful to my reporter friends. So I tried selling this to what I thought were small town local newspapers. I called up the editorial or business development contacts listed in the paper; whenever I got hold of them, I was redirected to Headquarters,which always was some sort conglomerate enterprise. That is when I learnt the hard way there is not such thing as a local or small newspaper: they are just local branches of conglomerates. I gave up because I did not possess the resources required for an enterprise sales cycle.