Crash Course: Closing Whales: Startups' Sales Into Large Enterprise Companies

Tags: Entrepreneurship

This Crash Course helps startups that seek to sell to “whales” – i.e.,  large enterprise companies. Startups cannot forever endure an endless chain of “maybes” from prospective customers. This problem is especially acute for startups that seek to sell into large companies. Large companies may be reluctant to purchase from a startup for a variety of reasons, ranging from a lack of established relationships to concerns about a startup’s long-term viability.

Dave Drach, VP of Corporate Strategy, Techstars, will lead the discussion. Dave has years of experience selling into large enterprise and, before Techstars, Dave was part of a large enterprise. Dave will talk about how to get in front of the right person in a large organization. He will also provide thoughts to identify when “maybe” is worth pursuing, versus when a startup’s energy would be better directed elsewhere.


10/30/18 5:30pm - 5:40pm

10/30/18 5:40pm - 6:10pm
Closing Whales

10/30/18 6:10pm - 6:40pm
Moderated Q&A

10/30/18 6:40pm - 7:00pm
Audience Q&A

10/30/18 7:00pm - 7:30pm

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