How do you tip the domino and land your first client?

Hi guys, I't's been getting really tight over at my startup that I've been running for almost two years. We've recently pivoted into a new business model (B-B instead of B2C) and the only thing that's really stopping us right now is the credibility. To give a little context on what we actually do and who we target, we're a customer experience brand, specifically the fulfillment portion of the e-commerce experience. We have a network of +60 micro-fulfillment warehouses in NYC so our clients can ship the items ahead of times, and offer cheap same-day or on-demand shipping to their NYC market. Same-day is definitely the future of retail with data showing that 50% of customers make purchase decisions based on shipping availability, and only 16% of global retailers offer it.

We've been getting some interest from a few major retailers and well funded companies that are willing to pilot, the only problem is the sales cycle is 3-6 months on average. While we're doing all of this we're actively fundraising, BUT a lot of the investors we speak to want to see at least daily deliveries and they're on-board. The only problem is we're already took on some debt (we've cut most of expenses except sales a little bit of dev) so it would be extremely tough to get through the next 3 months. We're meeting with a MAJOR brand on-site in two weeks, and they want to see our ops, BUT we're currently only piloting with one other company that's somewhat not our best use-case. We have basically no run way left, but theres lots of interest and it looks like the concept definitely works.

My question is how do you close that small guy to just get revenue through the door? Where is a better place to reach the decision makers? Any thoughts or suggestions are much appreciated!

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