Enterprise Software Startups

“Early on, it makes sense for the startup to just take on all the risk and say, we're going to just believe in our own execution. And, you know, we're going to take on the risk and you pay us if it works or you pay us when, you know, we're actually able to expa…”

“Getting those big logos is so important early days. Like you need to buy them. And you need to put resources in to make them successful.”

“Rather than going far and wide and signing up 100,000 of SIs, which we did that too along the way I would say go deep with one or two, Probably on the smaller end, just because you'll, you'll, you'll be able to get more attention span and try to make them as g…”

“In my experience, when you hit about 30 million-ish dollars a year, you actually have enough of a market to actually incent the partners.”

“So here's my view. The most important thing is to have two, two sets of discipline. Discipline number one is you will not be addicted to the drug of services revenue no matter what.”

“Don't discuss pricing until after you've got them to technical close.”

“So if, for example, early on you set your price too low, you'll basically cannibalize your entire future market and it's very difficult to raise price.”