Startups build solutions that either solve problems or unlock opportunities for a particular user or paying customer. But the solution can only provide value if it gets into the hands…
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Startups build solutions that either solve problems or unlock opportunities for a particular user or paying customer. But the solution can only provide value if it gets into the hands…
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I often talk about the “we’re big, you’re small” phenomenon that often exists when startups are seeking or negotiating a strategic partnership. While that phenomenon certainly gives the big partner…
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Imagine this scenario. You decide to pay $2,500 for the cheapest exhibit option at your industry’s big annual trade show. You know you’ll spend another $2,500 on cheap travel, lodging…
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I didn’t invent this quote (can’t remember where I heard it) but what a great one to help remember that with most business-related transactions, price is definitely not the only…
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Some startups build core technology with the sole purpose of making money by licensing it to others while other startups later discover they have something that could be licensed as…
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It usually takes a huge effort to get the attention of a big strategic partner and impress them enough to get a formal partnership. In fact, might have you read…
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Most startups desperately crave a partnership with a big, strategic player that could offer them significant leverage and credibility. Just think about the giants in your particular industry. That’s who…
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The courtship almost always starts with the small company approaching the HQ of the big company they desire as a strategic partner. Usually, the big company is too distracted or…
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It finally happened. You’ve been trying to get the attention of a huge strategic partner and finally they gave you a chance to explain the value you can bring them. …
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You have a product that is ideally suited for a channel-based distribution strategy. But every time you approach a prospective channel partner, they expect you to already have landed some…
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Thanks to HubSpot for this valuable explanation of what co-marketing is and what some of the common forms are (article here). One of my blog categories is devoted to business development (BD). BD…
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I’m a firm believer that business development activities should be focused and with a stated purpose/objective and expected return. But what most companies do is hire one or more BD…
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I recently heard Dr. Robert Wiltbank from Willamette University use this analogy and loved it so much I had to share it with others. Entrepreneurs are, by nature, very optimistic. …
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I have a lot of pet peeves with business development, having run the function for multiple companies. This one in particular relates to how, too often, a PR-related effort is…
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