I found some gems in a dated piece by Victor Belfor post a few years back in TechCrunch. Talking about new market disruptions lead by major technological shifts (like PC, Mobile, Cloud computing etc.) A large opportunity exists for startups who can deliver to the large companies who have been slow in the uptake of mobility and cloud computing . According to a RightScale study 92% of the large enterprises with 1000 employees or more have applications on the cloud now.
Disruptive innovations can start out serving low end low performance low cost markets but not being pursued by large companies – like social marketing, marketing automation, mobile first apps etc. and continue into specific interest areas like Security, Compliance, Document & Contract management. Offer them as feature sets that legacy systems cannot offer – like ‘made for’ remote teams and millennials in the workforce.
Aja Frost writes on selling to Fortune 500’s (Hubspot blog) – 5 things to keep in mind :
1) identify target contacts by responsibility ( not job title)
2. Map decision making process
3.Brace for a long sales cycle
4. Provide relevant value
5. Establish Credibility.