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MS

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.

Video

YC

The Better Customer–Startups or Big Enterprise?

@ Y Combinator

The Better Customer–Startups or Big Enterprise?

08/27/22

Related Takeaways

BF

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.

YC

Y Combinator Cast

08/27/22

@ Y Combinator

Selling to startups can be a powerful strategy, as demonstrated by Gusto, which started with startups and successfully expanded into the broader SMB market.

BF

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.

BF

Brad Flora

08/27/22

@ Y Combinator

Just because a startup is willing to talk to you doesn't mean they are a good fit for your product; they may not actually have the problem you're solving.

HI

Harvard Innovation Labs Cast

02/02/14

@ Harvard Innovation Labs

Startups should seek partnerships with companies that offer complementary products or services to create a whole product solution, enhancing their market presence.

YC

Y Combinator Cast

04/18/24

@ Y Combinator

It's challenging to provide one-size-fits-all advice for startups, as the same idea can yield different outcomes based on the founders' expertise.

SC

Sequoia Capital Cast

05/07/25

@ Sequoia Capital

Startups should create end-to-end solutions that solve customer problems rather than just providing tools, ensuring they meet customer needs effectively.

AL

Aaron Levie

02/20/25

@ Y Combinator

As intelligence becomes a commodity, startups need to consider how much software is necessary on top of their value proposition to remain competitive.

YC

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.