Angel investing · Venture capital

Target the C-Suites of potential enterprise customers for funding...

Robert DiLoreto

October 14th, 2013


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Robert DiLoreto

October 14th, 2013

Very few B2B start-ups consider this approach in minimizing the chaos of raising capital: Target the C-Suites of potential enterprise customers for "customer-funded" opportunities. These enterprises have key open innovation and strategic initiatives that may map well to the start-up's technology/solution/value prop.
I can point to numerous examples of leveraging corporate funds to validate and show value in the start-ups offering while gaining the important "voice of the customer". These funds accelerate product development while validating customer development activities. In addition, you have a great chance of securing a longer term transaction/partnership with the Enterprise once the phase one pilot was deemed a success. (having references in the enterprise category adds credibility when raising your A round!)
Identify if your start-up or advisors have experience with this approach. More here: Innovation Management Article: http://t.co/9qZwEh1z

Rob G

October 21st, 2013

personally i think there is no better source of startup funding than customers...as long as you can stick fairly close to your product/market vision and not end up a custom solution for a small customer niche.