Between Two Quarters: How Supply Chain Enterprises Actually Buy from Startups | Featuring Liz Ward
Автор: Jennifer Solomon
Загружено: 2026-03-03
Просмотров: 2
Описание:
Enterprise buyers don’t buy innovation. They buy risk reduction.
If you’re selling AI or software into large organizations, this episode will change how you think about enterprise sales.
Liz Ward has operated inside supply chain businesses, built enterprise relationships at Convoy, bridged corporations and startups at Zbox, and now advises companies on technology adoption. She’s seen how enterprise decisions actually get made — and why founders consistently misread them.
In this episode of Between Two Quarters, we unpack:
• The 3 buyer modes inside enterprises (only one writes checks)
• Why AI pilots stall before production
• Why mid-market customers often outperform Fortune 500 logos
• How industry associations function as trust-based distribution
• Why early enterprise GTM must stay founder-led
• The real reason enterprise cycles feel “long”
Enterprise buying isn’t getting slower. It’s getting more intentional.
If you build in logistics, supply chain, insurance, healthcare, or any legacy vertical — this conversation is required listening.
Subscribe for more founder-focused conversations on vertical AI and enterprise adoption.
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