If you start a startup that can only reach users by doing deals with big companies, the default outcome will be that you run out of money and die while waiting for them to make up their minds.
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B2B curse.
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5:45am knowledge
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What if these big companies are our customers?
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Find small companies that are also your customer and go there first
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No way! If they're convinced with your product/service once they have used it after getting into the trap of hearing deals with big companies.
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Or if successful in signing the deal quickly - die through delays in implementation
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You have to setup penalties for delayed integration - *always* - with large players. Otherwise it's a recipe for pain.
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It's much better to prove you can get the users first before doing such deals with large companies.
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