Two startups report on their first major order and the difficulties involved. Both have learned one thing: the perfect recipe for landing a major order does not exist in the B2B or B2C sector.

When the Zurich start-up LEDCity 2017 tried to acquire new customers, they did not hesitate to pick up the phone. The two of them made their way through the Swiss corporate landscape to find potential customers for their energy-saving lighting system. They had identified a Zurich luxury hotel as a customer with great potential. The hotel had been striving to reduce its energy consumption for some time, and so the people in charge showed great interest.

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