Focus on Tier-1 Customers: Granted, this may seem daunting. But if your technology is focused on a vertical, there is likely to be much greater value-add for customers. This actually provides an edge against large operators, which usually have horizontal solutions. Besides, tier-1 customers have complex pain points and issues – so there will be lots of interest if the software is developed for specific needs.
Something else: These types of customers have large budgets. In other words, it does not take too many wins to start putting together a nice revenue stream as well as build a trusted brand within the industry