Go To Market Channels in Europe Vs America: What you need to know as a startup

 European channel partners don’t work in the same way as American ones. European channels expect to get into your business more deeply, American channels are more transactional. American startups going to market in Europe need to think hard about how to motivate channels to become a vendor. In our latest Survival to Thrival podcast episode, we discussed the differences …

How to Find Product Market Fit (PMF)

In our last blog we told you why product market fit (PMF) is an important milestone and how to start looking for it. In this continuation, we dive deeper into HOW to find it. Actual PMF may be adjacent to the initial idea.  Finding the customer hotspots that lead to PMF often requires casting a slightly wider net around the …

Finding Product Market Fit (PMF) for Enterprise Startups

Enterprise Product Market Fit (PMF) is different. It requires paying customers who use the product and recommend the startup’s product to their peers. The path to PMF involves listening, experimenting, and iterating. Iterating not just on the product, but also on the target customer and the pain point. PMF is a critical milestone and a well-documented concept. Lots of great …

How to pick founding employees and investors for your startup

We’re serialising our first book Survival to Thrival: The Company Journey online to make the full content of the book available for free for all enterprise entrepreneurs. In a recent post, we talked about how to pick the best co-founder for your startup. Continuing with this theme, here’s how to pick your first employees and investors. Pick early investors as you …

How to transition from Sales Rep to CRO from the best VP Sales in B2B tech

Unlearning moment: From the battlefield to the war room In our latest podcast episode, we spoke with, Mark Smith, four-time SVP Sales for Rubrick, Arista Networks, InfoBlox, and NetScreen who has managed revenues of less than $2 million and in excess of $2bn.  He shared with us the challenges of going from SVP Sales to the ultimate leadership role in …

Advice for First-time CEOs: Think in Swim Lanes 

As we heard in our recent podcast, in the very early stages of an enterprise startup, searching for Product-Market Fit often means the CEO is absorbed with building the product. Or perhaps the first-time CEO comes from sales or marketing and naturally gravitates to their comfort zone—spending time with customers. This is natural. Yet, very quickly, the enterprise startup needs …

3 Common Challenges Faced by CEOs when Choosing a Co-Founder

#1: Too Many Co-founders #2: The Equity Split #3: Founder Drama This is our second post on co-founders. As we’ve said in our previous post, picking the right or wrong co-founders will shape your entire startup journey. Here. we outline the common challenges of picking a co-founder. Founder challenge #1: Too many co-founders Some startups fall prey to the too-many-founders …

Finding a co-founder: Imagine you’re getting married

Picking the right co-founders is a mix of fit and skills, not clones.  Like a married couple, founders should complement each other. Minimize the number of co-founders. Too many founders creates a messy and confusing relationship. Founders set the tone:  they define the culture and the work ethic. Take the Founder Oath: Separate mission from ego. Founder drama kills startups.   …

How to test your founding idea for a startup.

Founding Ideas and teams must create gravity to attract people and capital. Start with a problem or a disruption, rather than a technology. Enterprise customers don’t buy technology for technology’s sake. Do the homework to validate The Founding Idea with customers. It always starts with an idea. Some founders see a new product or business opportunity. Others see a major …