Start Up Blog

Big business v Small business

Posted in entrepreneurship by Steve Sammartino on January 5, 2012

Today I was having a chat with an aspiring web entrepreneur. She contacted me for some advice via skype. I asked her a question about her target audience, suggesting she focus on the top end of town and I thought was worth sharing here:

Antony: I thought it’s best to focus on all small & medium companies rather than big giants

Steve: The size of the company is totally irrelevant. What IS relevant – is why your business solves their problems….
I don’t think you can delineate between big or small business being harder to sell to. I’ve had just as many challenges with each…

Small biz can be tighter with their funds….
Big biz can be locked into deals….

and vice versa…. it’s in our mind….

Steve: What matters is the value your business creates…. when you create value that matters – then the sell gets easier – regardless of the target…

Antony: Thinking…

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3 Responses

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  1. Sam Sabey said, on January 5, 2012 at 3:50 pm

    Ahh the conundrum!

    I’d also suggest Anthony read this:

    http://www.cloudave.com/1539/most-startups-should-be-deer-hunters/

    It’s easier to hunt deer than rabbits or elephants, certainly when building value.

    Sam,
    @samotage

  2. Cicerchiata said, on January 6, 2012 at 9:22 pm

    Hey Steve,

    I know you’re a fan of 3D printers so thought you might find this show – from 5th jan – interesting:

    http://www.abc.net.au/radionational/programs/futuretense/

    Cheers


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