Selling When Trust Is the Product: Mastering Enterprise Sales in Regulated Financial Systems

In financial services, enterprise sales are rarely about speed—they are about credibility, compliance, and conviction. In this session, Ajay Ramasubramanian from Startup Réseau breaks down how founders can win enterprise customers in environments defined by long sales cycles, regulatory scrutiny, and high trust thresholds. Drawing from hands-on experience working with startups selling to banks, insurers, and regulated institutions, the session unpacks how to position value beyond pilots, navigate procurement and compliance bottlenecks, build internal champions, and convert early credibility into scalable enterprise revenue, without burning runway or momentum.