SineWave Thoughts & Media

Pat Enterprise Ready

To continue the theme of putting yourself in the customer’s shoes when pursuing enterprise sales, it is useful to consider some (perhaps unexpressed) expectations typical of enterprise buyers that may not be typical of entrepreneurial design practices. To effectively sell a platform as “enterprise ready” startups must understand and address these expectations. Attempts to address...

Build a Solution

Many startups struggle to establish a viable enterprise sales motion. They have built a brilliant technical platform or tool set and they are eager to sell the brilliance of their solution to enterprise customers.  They design excellent pitches describing their technology and why it is special. They speak of its capabilities, all the things it...

DC SF Shirts

The largest enterprise customer in the world – Washington, DC – continues to evade the Valley, and it’s the Valley’s fault! The public sector is perhaps the most significant buyer of new commercial technology out there, with purchasing power unrivaled by any private entity. Landing the government as a customer provides a significant competitive advantage...

On Friday, the House passed the National Defense Authorization Act (NDAA), which sets policy for the United States Department of Defense (DOD) for the upcoming year. At SineWave, we are paying close attention to this legislation because the NDAA traditionally includes provisions intended to advance the Pentagon’s adoption of advanced tech. This often opens doors...

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