I am the CTO of a “unicorn” B2B tech company that focuses almost exclusively on the global 2000. Sales are 95% about relationships and 5% about Product. If you want to sell into Citibank, you go hire the one guy or girl who previously sold $20M of X to Citi, who golfs with the VP of Procurement and goes to Billy Joel concerts with the VP of infrastructure operations. Once you hire this person it feels like cheating, like playing super Mario brothers hitting warp zones, but alas I learned this is how business gets done. To get a PO you have to build a coalition: procurement, architecture, operations, finance. You almost certainly will also need a reseller who has an MSA (master services agreement) with the firm, so you don’t have to spend 6 months in due diligence with their lawyers. You have to give up ~15% to the VAR just for that facilitation, but it’s part of the cost of doing business.