Your cold email to the VP of R&D about your tool or your AI-powered whatever is what's trained them to distrust vendors like you. Their teams aren't looking for new tools. They're solving problems, and when something promising surfaces, it gets brought up the chain. But getting from "an engineer liked it" to "the VP approved it" is where most startups lose. The Grown Up Market is where founders learn how that process actually works — from the buyers themselves.