Ask HN: How do you sell SaaS software to enterprise businesses?

If you're a startup, the short answer is you usually don't.

The first thing to realize is that with enterprise customers, having a good product might be enough to get your foot in the door --- if you're lucky.

Then they'll start asking about your company, your organization, how many employees you have, do you provide them with health insurance, do you have a big fancy office, do you have any other large customers, how much market capitalization do you have, etc., etc..

3 guys with a good idea and a good product still have the deck stacked way against them.

Elephants are rare and it requires big bucks just to take a realistic shot at them. Smaller game is a much easier target --- there are a lot more of them and your chances of success are much better.

It seems to me that now it is very difficult to get an audience, and you need to be a very unique product and at the same time be in demand. Honestly, there are not many of them, and it is difficult for me to help with your question, but I like the strategy of https://audext.com/