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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.

Video

Harvard i-lab | Startup Secrets: Turning Products into Companies

@ Harvard Innovation Labs

Harvard i-lab | Startup Secrets: Turning Products into Companies

06/12/13

Related Takeaways

Gustaf Alströmer

12/30/22

@ Y Combinator

Startups are often easier to sell to than larger companies because they have shorter decision-making processes and less bureaucracy, allowing for quicker sales cycles.

Tyler Bosmeny

09/26/18

@ Y Combinator

Avoid getting bogged down in lengthy negotiations over minor contract details with early customers; prioritize closing the deal to secure your first customers.

Diana Hu

08/28/19

@ Y Combinator

Taking advantage of high-leverage activities that larger companies might avoid can be a key strategy for startups to differentiate themselves.

Eric Migicovsky

10/13/18

@ Y Combinator

Sales should be prioritized early in the startup process, as engaging with customers can lead to better product development and quicker sales success.

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.

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.

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.

Harvard Innovation Labs Cast

06/12/13

@ Harvard Innovation Labs

Startups should focus on a narrow market segment initially to avoid overwhelming themselves and to build a solid foundation for growth.

Emmett Shear

10/15/14

@ Y Combinator

In the early stages of a startup, avoid business development deals as they can be distractions without a solid product.