For B2B startups, landing large corporate clients is an excellent anchor for revenue as well as demonstration of credibility to their market. At the same time, these are the most complicated customers to land, requiring the startup to identify and build key relationships; navigate the morass of procurement offices, vendor risk reviews, complex stakeholder incentives and approval processes; understand the current internal dynamics of the target client (both as they are and as the client perceives them); negotiate complex contracts and more. It's tough; but it is doable. Drew Brown has been through this extensively on both sides of the table. Before recently relocating back to Utah, Drew was the Chief Information Officer for Union Bank and Trust, a $55B bank, managing millions of dollars in technology purchases and negotiations every year. Prior to that, Drew spent ten years advising the CIOs and their peers at publicly traded companies on a host of strategic issues, including many complex technology selection, negotiation, and acquisition projects. On the other side of the table, Drew has built two consulting practices (in AI/ML and technology strategy) and has sold millions of dollars in software and services to large corporate clients. Come hear Drew share insights on positioning your product, understanding how these buyers think (and where you can fit in), navigating the corporate mazes, and establishing the credibility that your startup needs to win the deal. Drew will share common tactics he has seen startups use that work, frequently observed mistakes, insights into some of the hard realities, and a few fun anecdotes as well. You can do this, and Drew will help you learn how.