Coming off the back of RSA and I’m a little disheartened by some of the posts I’m seeing from startup founders about the countless meetings they’ve had with CISOs representing the fortune 500.
I get it. Landing an f500 customer does wonders for your brand, growth, funding, etc. But you do realize there is life beyond the f500 right? Or does your arrogance prevent you from acknowledging the thousands of companies, and CISOs within, who don’t have a glamour brand attached to their name?
If anything, those companies and CISOs are the ones who need you most. They are the ones operating with tight budgets, small teams, less resources, and huge levels of vulnerability. They need partners, and are turning to the startup ecosystem more and more in the hope of finding innovative tools that reduce their need for resources, and who cares more about building a long relationship vs a transaction.
Not taking anything away from the vendors whose products are attractive to the biggest brands on the planet. And certainly not taking anything away from the CISOs in f500 companies. But don’t neglect the greater CISO community. Treat everyone the same. Because once you’ve depleted your f500 targets, these are the CISOs you will turn to for continued growth.
Getting a “yes” from a Fortune 500 may sound like a dream for a startup—but it can quickly become a curse. Long contract negotiations, increased insurance requirements, premature scaling, and the need to support complex legacy environments can drain your team and resources. You’ll face challenges you weren’t prepared for and may alienate smaller customers who don’t relate to enterprise-scale use cases.
Contract Drafting and Negotiation for Entrepreneurs and Business Professionals
Mastering Effective Influencing Skills for Win-Win Outcomes – A practical guide
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