Breaking into Enterprise Accounts: Strategies for IT SMEs | Nasscom GTM Edge Series

In the third session of the GTM Edge Series, we explored one of the most critical growth challenges for IT SMEs — breaking into enterprise accounts. Bringing together 90+ SME members, this video session dives into practical, real-world strategies that help SMEs navigate enterprise sales cycles, build trust with large customers, and scale sustainably in an increasingly competitive and AI-influenced market. The discussion highlighted how enterprise selling is evolving, and what SMEs must do differently to stay relevant, differentiated, and growth-ready. Key insights from the session: • Enterprise sales are rooted in trust and credibility, where relationships often open doors before products do • AI is transforming how enterprises evaluate and shortlist solutions, creating new opportunities for agile SMEs • A strong, focused positioning often outperforms broad value propositions in winning enterprise attention • Founder-led sales can spark early momentum, but long-term scale requires a structured GTM strategy • Partnerships, co-sell models, and ecosystem-led approaches are powerful accelerators for enterprise access • Sustainable growth comes from moving beyond acquisition to building “land and expand” relationships This session is designed for founders, sales leaders, and SME decision-makers looking to sharpen their enterprise GTM strategy and unlock larger market opportunities.