Excellent article by the CEO of LatticeEngines about the importance of finding early customers outside of the Valley, helping to validate your product using more “real world” users (i.e. not early adopters).
Enterprise tech is another level of difficult. The deals are few and far between in the early days. You struggle to find anyone willing to listen to you. Then you have to fight through organizational morass that does not favor startups. But each deal makes your product story clearer and your sales execution sharper until you hit that inflection point where deals start to pour in.(via marksbirch)