Many operators open spaces with the intention of welcoming customers of all shapes and sizes, but find it difficult to land enterprise accounts. Whether that be from brokerage firms or direct outreach. Kayley DiCicco from Expansive shares her experience in developing a profitable enterprise sales vertical from scratch over five years, starting with cold calling Fortune 1000 companies despite limited brand recognition in the flexible workspace market.

The strategy development process involves defining the market, shaping product offerings, crafting targeted messaging, building sales processes, establishing credibility, and scaling through iteration with operations and marketing teams.