Again and again in working with tech companies I am reminded that common sense ain’t so common, particularly regarding the range of sales opportunities that management and sales teams pursue or respond to, and the frenetic way they sometimes go about trying to close business. But there’s a simple test for all entrepreneurs and executives to use in service to their customers and their own top and bottom lines.
Unfortunately most strategic alliances fall short of their goals, often failing completely. Yet this type of arrangement can be critical to the success of young startups, fast-growing ‘tweeners, as well as established giants. How can smaller companies – the Pigs in our metaphor – avoid the treacherous pitfalls and dramatically increase their chances of success when they engage in critical growth initiatives with larger organizations?