Has this happened to you? You explain what you do to someone in a large business and they get really excited. You spend a lot of time developing the relationship, giving them free stuff. They tell you that a deal is getter closer. But it never goes anywhere. What went wrong?
A mobile phone needs three satellites in different parts of the sky before you know where you are. You need the same. One person may be a champion or early adopter but they probably won't be able to make a deal. Unless you have three people in different parts of the organisation who all see the benefit, you are probably wasting your time. So have your champion introduce you to two people in different roles, preferably as far away from them as possible.