Before every Under the Radar event, we get on the phone with dozens of execs asking them what their needs are, what corporate pain points they are experiencing and how they are dealing with all the new technology companies wanting a piece of their time. Over and over again we hear the same things – so we thought we’d share them with you. They might seem simple, but it’s amazing how often they are ignored.
1. Get introduced. If you have a mentor, a VC, an accelerator or incubator – utilize your contacts, nurture them. These are people with influence and when they send an email out with an introduction, a response is likely to follow.
2. Don’t be pushy. You might think that your product or software is the best solution for a company, and it might be – but have enough confidence to let them decide that on their own. Send basic information about what you do (can you describe your product in 9 words?) with a link or screenshot. It doesn’t need to be more complicated than that. These guys are smart enough to do their research.
3. Be prepared. If you’re at the stage when you are ready to talk to the CXO’s and BizDev guys at major companies, be prepared to have your product tested and tried. The biggest impediment for any large company looking at a startup is whether there is the capacity to scale. If you can’t handle their customer base, better off developing it to the point when you’re ready for a larger load. These execs don’t have a lot of time, so don’t waste it.