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 …

Introducing the S2T Blog: B2B entrepreneurs, this is for you

What do we wish that we could tell ourselves—15 years ago as a newbie entrepreneur and investor?  A simple question that unleashed a tidal wave of reflection and conversations.  If you are an entrepreneur, an employee, or an investor anywhere on the enterprise startup journey, this upcoming series of blogs are for you. We are all in this together.   This …

The 1st GTM Fit Summit – SF CA May 2018

We hosted our first Go-To-Market Fit (GTM Fit) Summit last week.  Huge turnout and it was a blast! Feedback from attendees could be summed up as “rather than usual event blah-de-blah, this was super useful—with candid stories, live workshop examples, and unfiltered GTM Fit advice from real entrepreneurs in the trenches.”  Special thanks to entrepreneurs Clara Shih, Dominique Levin, Jon …