Why enterprise sales is hard

Luke Kanies: My Losing Battle with Enterprise Sales (lukekanies.com link)

Steven Sinofsky: A Product Person’s Perspective on Enterprise Selling (a16z.com link)

TechCrunch: The 3 biggest sales mistakes enterprise software companies make (techcrunch.com link)

Cover art by: https://avenuetalentpartners.com/2021/01/27/what-is-enterprise-sales-complex-sales/


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Ode to the founder

Ode to the Founder Here’s to you, Mr. and Ms. Founder… (startupsanonymous.com link)

Cover art by Warner Bros, The Great Gatsby.


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Do things that do not scale

One of the most common types of advice Y Combinator gives to founders is to do things that don’t scale. A lot of would-be founders believe that startups either take off or don’t. You build something, make it available, and if you’ve made a better mousetrap, people beat a path to your door as promised. Or they don’t, in which case the market must not exist.

Actually startups take off because the founders make them take off. There may be a handful that just grew by themselves, but usually it takes some sort of push to get them going (paulgraham.com link)

Paul Graham: What does it mean to do things that don’t scale?

Do Things That Don’t Scale: a crowdsourced collection of unscalable startup hacks and stories (dothingsthatdontscale.com link)

Cover art by https://www.quora.com/What-is-the-meaning-of-Paul-Grahams-advice-for-startups-and-entrepreneurs-quoted-as-do-things-that-dont-scale-How-will-it-inspire-them/answer/Michael-T-Foster


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Software is eating the world

Marc Andreessen penned his famous “Why Software Is Eating the World” essay in The Wall Street Journal in 2011. Today, the idea that “every company needs to become a software company” is considered almost a cliché. No matter your industry, you’re expected to be reimagining your business to make sure you’re not the next local taxi company or hotel chain caught completely off guard by your equivalent (techcrunch.com link)

Original essay by Marc Andreessen “Why Software Is Eating the World” (a16z.com link)

Cover art by https://andrebartholomeufernandes.com/why-software-is-eating-the-world/


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