I would be interested to learn more about this, though I suspect that this approach is actually harder. From my experience companies will not even bother to try your product unless you're already selling to consumers or other companies. You really need some deep connections in order to get anything started with a company before you have a product.
Connections certainly help but aren't required. You need grit and a solution (or an idea of a solution) that's solving a pain point worth paying to alleviate. Ideally 10x better and cheaper than what's currently in the market. At first, you will be the salesperson and you have to realize that comes with a lot of rejection.