By Theo Pristley (@tprstly, LinkedIn), originally posted here on Forbes and republished with his express permission. Co-authored with Ian Gotts (@iangotts, LinkedIn), tech advisor, investor, speaker and author.)
You’re an innovative and growing startup, I get that. You’ve got a fab new product or service that’s going drive dramatic benefits for enterprise customers, I get that. You’ve even got a blog to push out great customer stories now and then, I get that too.
But how do you accelerate growth without piling on expensive sales guys? Or employing ninja growth hackers? And how do you make it easier for the large corporates to find you and get comfortable placing big orders with you?
ANSWER: You create relationships with the analyst community. And here’s why. Continue Reading →