Since you don't necessarily have a product to sell yet, you'll want to position as a consultant to start iterating with them. This would be a step 1 contract to study their requirements or identify things they'll need to do to be ready to take advantage of your new tool.



> bill this out as a study/readiness program

how so?


profullstack

Anything enterprise like that you don't build it until you've sold it, enterprise has a long (uncertian) sales cycle.

Wireframe/Clickable prototype in a tool like UXPin (maybe even v0 these days), and a presentation deck... approach clients with that and iterate, only build it once they've paid you to start building it.

Depending on the value prop you'd bill this out as a study/readiness program.

tech

How should I validate my business idea?

Anything enterprise like that you don't build it until you've sold it, enterprise has a long (uncertian) sales cycle.

Wireframe/Clickable prototype in a tool like UXPin (maybe even v0 these days), and a presentation deck... approach clients with that and iterate, only build it once they've paid you to start building it. 

Depending on the value prop you'd bill this out as a study/readiness program. 