Startups & Enterprises (1 of 2): Startups, how to build for and sell to enterprises

Since the acquisition of VendorHawk last year, I have been taking mental notes of things I'm learning working at a large enterprise software company, ServiceNow. I'm writing these couple of posts in an attempt to bridge two worlds of startups and enterprises and show what each one can learn from the other. If you’re running … Continue reading Startups & Enterprises (1 of 2): Startups, how to build for and sell to enterprises

Getting Acquired (2 of 4): Running a Competitive Bidding Process to Sell Your Startup

As I described in part one of this series, you shouldn’t just avoid talking with Corp Dev and product teams with potential partners or acquirers without considering the upsides of competitive intelligence, learning and building a stronger opinion of the players in the market. A good CEO must also be thoughtful about his/her optionality. Is … Continue reading Getting Acquired (2 of 4): Running a Competitive Bidding Process to Sell Your Startup

Getting Acquired (1 of 4): Engaging Corp Dev for Partnership or Acquisition

As a CEO at an early startup, it’s all too common to see unsolicited emails from junior partners at big VC or PE firms reaching out to “start a relationship”. They are basically the SDR for the firm trying to get their name on my radar in advance of a future raise. In a similar … Continue reading Getting Acquired (1 of 4): Engaging Corp Dev for Partnership or Acquisition