7 May. 2026
08:30 – 10:30Join us for a practical breakfast session exploring one of the biggest challenges startups face: selling to large enterprises.
Many startup founders begin their sales journey with a clear idea of how deals should move forward, until they encounter the reality of selling to large organizations. Suddenly things slow down, more stakeholders appear, and procurement and legal often enter the process. What looked like a straightforward deal can quickly turn into a long and complex process.
In this session, we’ll break down how enterprise buying actually works and how startups can navigate procurement and internal decision-making more effectively.
Panel discussion moderated by Maria Wasastjerna (Managing Partner, Kvanted), featuring startup founders and enterprise decision-makers sharing practical insights on how large companies evaluate vendors and move deals internally.
The session concludes with closing remarks and a startup case from Focus Tiger, highlighting hands-on lessons from selling to global enterprise customers.
Expect practical tips, honest founder stories, and concrete lessons you can use in your next enterprise sales conversation.
🎤 Speakers
Panel Representatives:
Michael Falck, Relex, Founder
Oula Poikolainen, Legora, Senior Engagement Manager
Ilkka Hara, KONE, CFO
Moderated by: Maria Wasastjerna, Kvanted, Managing Partner
Startup case example: Iiro Kaukoniemi, Focus Tiger, CRO
💡 What you’ll learn
Why deals slow down once procurement enters the process
How large enterprises evaluate new vendors
How internal decision-making actually works
What questions to ask early to avoid surprises later
Common mistakes startups make in enterprise sales
Practical ways to keep deals progressing
👥 Who should join
Startup founders selling (or planning to sell) to enterprise customers
Early sales leaders navigating complex buying processes
Operators working with large enterprise clients
Anyone curious about how big companies evaluate startups