A wedge is simply a strategy to win a large market by initially capturing (1) a tiny part of a larger market or (2) a large part of a small adjacent market.
The more complex and fragmented the market, the more likely you will have these many-to-many relationships, which get harder to manage without a software layer.
It’s a huge advantage to have a strong personal network in B2B, which you can also build by bringing on a connector investor or joining an incubator such as YC.