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Every good government program manager or acquisition officer knows that every large mission application purchase should be preceded by an analysis of alternatives that includes build vs. buy analysis. Traditionally, this has meant the acquirer had a choice between a purpose-built technology, developed by either in-house or by contract personnel, or a general off-the-shelf commercial...

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...

Here’s How Entrepreneurs Can Ditch Naive, Unrealistic Thinking and Embrace the Real World

Today’s startups have serious problems dealing with their real-world impacts. This is how to stay focused on them. By Yanev Suissa founder and general partner, SineWave Ventures @yanevsuissa You might be tempted to roll your eyes when you hear the words “Silicon Valley” these days. Lots of people are increasingly disillusioned with what was once characterized as the most...

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