If you're doing something enterprise-y (which it sounds like you are) then you should take a look at the article, "Sean Murphy on the first dozen enterprise customers" that was recently posted to HN here:
http://news.ycombinator.com/item?id=1671852
It goes through the process of getting your first customers in detail. It jives with my personnel experience and some others I see on this thread.
Key point: Go through your network and find a way to get introductions to folks in your target market. Be creative on this. Once you've got an introduction leverage it to get more e.g. "Do know other folks that you think would be interested in a solution like this? Could you provide their contact info?" etc. Repeat.
It goes through the process of getting your first customers in detail. It jives with my personnel experience and some others I see on this thread.
Key point: Go through your network and find a way to get introductions to folks in your target market. Be creative on this. Once you've got an introduction leverage it to get more e.g. "Do know other folks that you think would be interested in a solution like this? Could you provide their contact info?" etc. Repeat.