Agreed. I've never personally sold to big companies, but I have a consulting client who has/does. Ugly process.
What about getting through the back door via consulting? I know some people who have taken this route, and it seems to work at least some of the time. Basically, you sell a license to your software wrapped in consulting time (setup, customization, support). This has potential, at least, to be a leaner sales process.
basically in u.k. universities there are barriers at £12k and about £100k. £100k+ is like I said. £10/12k+ initial cost is easier and something like three quotes, justification and head of finance sign off but that's internal - so is specific to the insitution but it's fairly common and quite straight forword.
If the project starts looking to buy a big product it will go through the process. There is probably a way in with consulting if you start small but that wouldn't really suit product start up.
What about getting through the back door via consulting? I know some people who have taken this route, and it seems to work at least some of the time. Basically, you sell a license to your software wrapped in consulting time (setup, customization, support). This has potential, at least, to be a leaner sales process.