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Having a foot in the door is not much of an advantage when you need to navigate the whole house and open every cupboard to find the one person who can make a decision 😅
In my previous corporate role there were startups that circled us for just shy of a year before we decided to collaborate. Then there were others where I simply whipped out my corporate card and signed up immediately, knowing I would face the wrath of the procurement team later.
It came down to vitamin vs painkiller. The startups trying to sell a useful or new solution to a problem we “kinda” had felt the brunt of the corporate sales cycle. The ones that provided an elegant solution to hair-on-fire problems we already had got almost instant approval.
