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Y Combinator Cast

08/27/22

@ Y Combinator

Understanding the game you're playing is crucial; selling to startups can be beneficial if you aim to grow with them, but it can be detrimental if your goal is to sell to large companies.

Video

The Better Customer–Startups or Big Enterprise?

@ Y Combinator

The Better Customer–Startups or Big Enterprise?

08/27/22

Related Takeaways

Warren Buffett

07/21/21

@ Life Stories

Defining what your game is and where you have an edge is crucial for success in business and investing.

Brad Flora

08/27/22

@ Y Combinator

Founders sometimes mistakenly believe they should sell to startups just because other successful companies did, without understanding the unique challenges involved.

Brad Flora

08/27/22

@ Y Combinator

Selling enterprise-grade products to startups can be problematic, especially if the product is designed for larger companies with different needs.

Werner Vogels

11/12/18

@ Y Combinator

It's crucial for startups to understand their identity and approach, whether they are mercenaries seeking profit or missionaries passionate about their product.

Dalton Caldwell

12/27/24

@ Y Combinator

It's important for founders to recognize their influence in a company; focusing on sales can lead to greater results than relying on a larger sales team.

Y Combinator Cast

02/06/23

@ Y Combinator

Avoid playing status games in startups; instead, focus on building and solving real problems, as this is where true innovation happens.

Michael Seibel

08/27/22

@ Y Combinator

It's a good idea to sell software to startups when you understand their specific needs and can provide a solution that addresses those needs effectively.

Harvard Innovation Labs Cast

06/12/13

@ Harvard Innovation Labs

Focusing on smaller sales opportunities, like 1-5 seat deals, can be more beneficial for startups than pursuing larger, more complex contracts that may take longer to close.

Brad Flora

08/27/22

@ Y Combinator

It's a misconception that selling to startups is easier than selling to enterprises; startups may not have the problem your product solves, making sales more difficult.