Early Wins with Hersh Tapidia
In this episode of Early Wins, host Vince Beese interviews Hersh Tapadia, co-founder and CEO of Allstacks. They discuss the journey of landing the first significant deal, the challenges faced by startups, and valuable advice for founders looking to secure enterprise customers. Hersh shares insights on the importance of partnership, pricing strategies, and aligning business needs with enterprise value.
Key takeaways:
- Winning deals often comes down to being a partner, not just a vendor.
- Pricing too low can undermine perceived value; aim higher.
- Silence can be a powerful tool in negotiations.
- Aligning product needs with business value is crucial.
- A champion within the enterprise is key to closing deals.
- Understanding the enterprise's complexity is essential for success.
- Every enterprise needs a solid business case for purchases.
- Building relationships in the tech community can help, but rely on your own merits.
Chapters:
00:58 Winning the First Big Deal
05:08 Overcoming Early Challenges and Mistakes
08:21 Advice for Founders Seeking Enterprise Customers
