Latest 'Advisory Board' episode: How do I deal with big companies?
Megan and I talk to Richard Savoie from Australian delivery efficiency startup Adiona about how to do deals with The Big Guys and Girls.
Listener “Show Me The Data” wrote in to ask: “I’m the founder of a marketing startup – we help organisations make sense of their data. We have some B2C customers, but our business model only really makes sense if we get into bigger companies and work with their data sets. We’ve had a lot of initial interest, but six months on, the sales cycle and procurement is KILLING us, and we’ve just had to let go of a few staff – and from a team of nine, we’re really feeling it. How the hell do startups manage to work with bigger companies? And what do I need to do to speed up this process?”
Do you have previous experience with working with larger companies? Got any advice to share? Let us know with a comment!