IDG Contributor Network: Finding the key to success with enterprise customers

Many tech entrepreneurs steadfastly search for the key to successful sales execution with large, multinational corporations. Even for growth-stage companies, the sales processes and product set that got them through the early stages might not be enough to succeed consistently with the largest customers. The reality is that this is the hardest segment of customer to sell to.KKR has a roster of 100-plus portfolio companies that spend an aggregate of $7 billion a year on information technology. The