A few years ago, I gave a talk to a group of entrepreneurs in Fribourg, Switzerland, entitled Dancing with Elephants. The talk was all about how small, early-stage companies can partner productively with the giants of the industry. Then, this summer, I stole the title for a panel at Guidewire Group's
European conference, In......Full article >>>
s can adapt to work with smaller ones. The reality is just the opposite; the little guy needs to align his business with the elephant's goals. How does your technology improve the elephant's business? How do you fill a hole in the elephant's product road map? Most large companies are very explicit about their product strategy, and a little bit of research goes a long way toward a more synchronous ......Full article >>>
can go on, and on, and on, and on. Their resources, patience, and tangled politics can seem endless. Little companies will run out of resources long before the elephant does, so know your limits. I've seen more than one little company starve to death waiting for the elephant to close a deal. And if your business strategy depends on getting a deal done with an elephant, it's best to rethink that ap......Full article >>>
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