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As a technical founder / product person in this exact position, I think one of the biggest takeaways from this excellent article and the many others like it is
by akanet 11y ago
As a technical founder / product person in this exact position, I think one of the biggest takeaways from this excellent article and the many others like it is the distinction between a customer and a partner. At enterprise-scale, all deals become partnerships, essentially, and getting used to thinking "how can I help these people?" instead of "how can I sell to these people?" was big eye-opener.
- swalsh 11y agoMy experience at a startup working with some big companies, is that you really need to become another employee for those you're selling to. For our key customers, everyone on the team knew as much about their product road map as our own.