5 Keys to Better Biz Dev

Business development is often said to be equal parts art and science, but that view can be used as cover for poor process and the unpredictable outcomes that result. It’s true that biz dev require flexibility and creativity, but planning and process are crucial to increasing the likelihood of success.

Startups, Channels and the Importance of Traction

I recently met with the founders of a promising new SaaS startup. After listening to their pitch and a bit of Q&A, we began talking about growth strategies. They asked how soon we could begin helping them build a channel program. They have a promising product with a large, well defined market and a clear value proposition. Their packaging and pricing have been iterated and refined considerably. There’s just one problem: no customers.