What is the process of selling local marketing to franchisers?

I run a startup that currently sells to SMB's. Independent SMB's will not scale my business and I am looking to branch into more Enterprise sales by targeting franchise owners of at least5+ locations.I am looking for more information on this sales process in terms of difficulty, time investment, cycle, etc.. I understand that there are usually marketing managers that handle the advertising budgets so for our product I would assume they would be the decision makers.Looking for any clarity.