Maybe you're frustrated by a similar thing: Big companies seem to take forever (6–12 or more months) to decide to buy your “no-brainer” service that—to you—they clearly need. However, if you're an early-stage company, you may not realize that you're still figuring out if you're (a) a need-to-have or (b) a nice-to-have with these companies, and need to Nail a (New) Niche. Or, because you had a few fast Early Adopter buys, you may have totally wacky expectations on how fast your big company Mainstream Buyers can make decisions.
