Who buys your product? Who uses it?

Hopefully the answers to these two questions align to the value provided by your product otherwise it'll be very hard to get traction.

For example, if you're trying to sell developers a tool that makes it easier to run the apps they develop - you're going to have more difficulty than if you sell developers something that helps them develop better software. In the former case, operations benefits from the expense for development - doesn't happen in big orgs. If developers benefit from the things you're asking developer to buy, you'll have an easier chance.

Also, keep in mind, if your product is software, that if you're competing against larger companies - even if your solution is better, you might have trouble because large companies often sell with ELA's (enterprise license agreements) and then the software effectively has zero cost. A great example is Sharepoint from Microsoft. Anyone with a Microsoft ELA can use as much Sharepoint as they want without cost. Same for Oracle and databases. It's hard to crack that nut.

Good luck. Drop me a line if you want to share more about your product, and I can help you with how to position and how to develop your target personas.

David