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General Counsel / Founder, The Savvy Startup Advisor / Enabler of Startups on their Zero-to-IPO Journey / Alum: Kirkland & Ellis, Publicis Groupe, and Northwestern University
6d🙏 for your insightful piece. 💯 enterprise sales requires a long-term vision. Changing the road map for one-off customer fixes pushed an enterprise solution into the land of the bespoke. Startup success requires discipline. A quid pro quo for a concession, such as responsiveness for feedback requests in exchange for alignment on industry solutions, participation in case studies, and brand support, makes a lot of sense. Savvy’s tip: Instead of knee jerk acceptance of a large customer’s scope changes, tune your teams to stay on scope or require a supportive nudge from customers expecting the “white glove” treatment.