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March 19, 2012 12:57 am GMT
Silicon Valley is its own best friend when it comes to booking sales. The first dollar in the door for most startups comes from another startup. Thats because startups are always seeking a competitive edge, they can make purchasing decisions fast and are willing to accept the risk of buying from another small company. It works great for most companies in most tech verticals most of the time.But it also induces market myopia. Selling solutions only to startups slows your growth by limiting your addressable market. That may not seem like a problem if youve got customers like Zynga, but even the most amazing and fast-growing startups have but a fraction of the budget of big established corporations outside of Silicon Valley.
Original Link: http://feedproxy.google.com/~r/Techcrunch/~3/hkbA8_pGEVM/
Hitting It Big In The Enterprise
Silicon Valley is its own best friend when it comes to booking sales. The first dollar in the door for most startups comes from another startup. Thats because startups are always seeking a competitive edge, they can make purchasing decisions fast and are willing to accept the risk of buying from another small company. It works great for most companies in most tech verticals most of the time.But it also induces market myopia. Selling solutions only to startups slows your growth by limiting your addressable market. That may not seem like a problem if youve got customers like Zynga, but even the most amazing and fast-growing startups have but a fraction of the budget of big established corporations outside of Silicon Valley.Original Link: http://feedproxy.google.com/~r/Techcrunch/~3/hkbA8_pGEVM/
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