Lean into being small

You're a startup, and that's a good thing—use that to your advantage

You're a tiny startup and the prospect is also evaluating the giant brand-name company. How can you possibly win this deal?

By leaning into the fact that you're a small company.

“Yes, you'd be our largest account, which is why we're so eager to work with you all.”

As a customer, would you rather be the most important account for Small Company X, where you can literally email the CEO when something goes wrong, and where you can shape the roadmap to make sure your specific needs are well-addressed?

Or would you rather be customer 29341 at BigCo where it’ll be impossible to ever talk to a human or get the solution customized to meet your actual needs?

The folks who are actually going to be good initial customers for you will see the value in what you’re offering—and the folks that don’t probably would not have been good initial customers anyway.