It’s Becoming Easier To Sell As A Startup

When we first started our company in 2007, I felt a noticeable difficulty selling as a startup. There was often resistance from potential customers to buy from a small startup, despite the goodness of our product relative to competing solutions, merely because of our small size.

In 2014, I rarely encounter that feeling any more. Big customers are more accustomed now to doing important business with startups. I think there are a few reasons for this shift:

• Big customers know that startups can grow very large in just a few years, due to the many popular examples of popular unicorn startups that have emerged in recent years
• Startups are able to put together a much more professional presence with fewer resources due to better website tools and infrastructure, making it hard for big customers to know how small a startup really is
• Startups offer a breath of fresh air to big customers. With so many aspects of personal and business life being improved by startups, many big customers enjoy working with startups

Have you noticed that it’s becoming easier to sell as a startup to organizations that had previously been reluctant to work with small companies?