How to sell to property companies?
I've started a journey building software that I know will be useful tool for commercial property company's to attract tenants.

However I'm an outsider to the industry. 

How does one build the trust needed for these large corporations to believe in their product and company?

As an outsider, what steps could I take now to create relationships?

I appreciate the insight from all of you industry members here.
[{"id": "eois8gf", "text": "It only takes a few things but number 1 is proven success. \n\nYou'll have to start on small landlords before you can win the REITs.\n\nThe other is time, you need exposure and face time with larger clients.", "replies": [{"id": "eoitee1", "text": "Makes sense, are there small landlords for retail such as shopping malls, retail plazas?", "replies": [{"id": "eoitx7t", "text": "Are you only building it for retail assets?\n\nAnd yes there are. Go drive your market and target 4 or 5 buildings that you think really fit your model.\n\nThen build around those prospects and if successful they will be your megaphones.", "replies": [], "depth": 3}, {"id": "eoiua68", "text": "TONS. As u/redbeard246 mentioned, drive your market, target your prospects, make sure they aren't institutionally owned (those groups are generally not open to using startup tech for a myriad of reasons), target the owners and see if they'll roll out your tool.\n\nThere may be value in letting a few people use it for free in order to build case studies. Once you get to the big dogs in the space, they're going to want ROI metrics and case studies.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "eoit2og", "text": "What kind of commercial property?", "replies": [{"id": "eoit8zz", "text": "This is specifically for retail. I should have mentioned that.", "replies": [], "depth": 2}], "depth": 1}, {"id": "eoiv5a4", "text": "Can you elaborate a tad more about your software? The smartest landlords use brokers..and the smartest tenants - use brokers. If you are trying to connect owners and tenants directly, it may not be as useful as you think. I suppose you could use it to connect landlord brokers with prospective tenants but there are already some tools out there that do that. CRE tech definitely has some higher barriers to entry unless it is a really *unique* tool/program", "replies": [{"id": "eoiw8fx", "text": "This software allows potential tenants (tenant brokers) to view insightful market information about the local area and needs of consumers in that area. Landlord brokers would share this with the tenant brokers. \n\nI would have to pitch this to landlord brokers as a tool in their arsenal to attract and retain tenants. To the brokers here, do you have the power to purchase software that would help with your job?\n\nWhat does it usually take to make you pull the trigger on purchasing a tool?", "replies": [{"id": "eoixv53", "text": "It depends on what type of market information you would offer. CoStar already has pretty in depth information in that regard. However, needs of consumers could be useful but not sure how you would gather that data.\n\nI was previously in CRE tech sales and broker afterwards and now work in retail on the asset management side so I\u2019ve seen all sides.\n\nFrom being on the other(sales) side and the side I am now on. How can the cost be justified? Will buying your tool help me find one more tenant? Or help me to retain one? Simply put, the ROI has to make sense. Though it would be difficult to attract customers with no history of product success.\n\nInitially I would recommend offering it to some of your target customers for free, or in the beta stage to get off the ground and then slowly ramp from there.\n\nIf you are nearing launch or testing, pm me and let me know and I would be glad to check it out, potentially taking it to my firm.", "replies": [{"id": "eoizpi7", "text": "Thanks for the insightful reply piffin27. I will definitely pm you when I have more ready.", "replies": [{"id": "eoizzoj", "text": "No problem. Happy to help out. I love the idea of CRE tech as CRE is still very much an old fashioned business but I believe there are certainly some opportunities for innovation.", "replies": [], "depth": 5}], "depth": 4}], "depth": 3}, {"id": "eoj8sv6", "text": "This already exists, it is a retail gap analysis and there are companies that already do this. Major retailers have people at their companies whose sole job is to do this. \n\nI would see if what you plan on creating already exists. \n\nDemographics ect are bundled with existing programs to a large extent already. \n\nEven my title software can pull demographics, retail spending reports ect.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "eoiy3cg", "text": "Maybe work through a tech incubator that already has connections and partnerships with industry players. MetaProp NYC is one I know. https://www.metaprop.org/\n\nEdit: typo", "replies": [], "depth": 1}]