Should I give up?
mpf62: I'd like to mention another problem in the B2B space: customers often feel uncomfortable buying from very small businesses. And in decision processes where Consultants are involved you can almost be sure that they usually do recommend bigger companies.I'm a one man show myself and I've experienced the problems described above many times. Even in one case where I was the only bidder who could actually prove with a working prototype that I would be able to realize the rather complex solution, they chose one of the big players who could only provide prettier brochures (btw. they had to shut down the project after burning over 100K).Furthermore, it is often not easy to enter conservative markets as a new player. Established companies are almost always preferred in such markets.Therefore, my recommendation would be (it worked well for me): Look for companies that already are doing business in your target industry successfully, try to win them as resellers and become an OEM. This way you can profit from their reputation and you can reduce your marketing/sales efforts, too.I don't know if this tip comes too late for you, but that would be the first thing I would try right now if I were in your position.