Their logos and extensive data pipe would bring validation, contacts, and reputation in the industry.
In 2017, I launched Lokalise, a B2B SaaS platform.
Thats when I co-founded OK.ru, which quickly became the leading social media platform for the Russian-speaking population worldwide.
Six months after launch, the startup was already cashflow-positive.
Thats when we started to face tough choices dealing with affluent corporations.
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A few months later, another lead came in from another billion-dollar company.
However, things didnt quite work out as planned.
After months of negotiations, we declined both offers.
Utterly inadequate requests that we were asked to meet.
Even more, such a cap bears a moral hazard of excess litigation against startups.
Several litigations, regardless of whether won or lost, would stop our growth.
Thats why an average limit of liability for a B2B SaaS platform is 6-12 months of a contract.
Though seemingly attractive at first, it meant months of work with not developing features for our standard product.
Getting this billion-dollar company as our customer seemed like a great deal upfront.
And whats more there would be no guarantee of the deal happening at all.
The question is whos the real loser here?
Theres a reason why startup-corporate relationships are such a hot topic both parties need them.
Startups might need corporations help to grow their businesses, but corporations need startup innovations to survive.
Blockbuster irretrievably went from being #1 in the industry to be bankrupt in a couple of years.
You need us as much as we need you.
It allows corporations to innovate without having to spend 1+ million on employing R&D specialists.
Its far more cost-effective.
Dont get dazzled by big names
Its easy to get blinded by big and famous names.
Get where Im going with this?
Is it beneficial and fair to both parties, specifically in the mid and long term?
Eventually, youd be having more and more such leads.
A sale definitely constitutes itself as a relationship.
Does two-way respect count?
How important in a relationship is to establish a fair ground, even sometimes by saying no?
Im absolutely sure the same is true for all successful scaleups in B2B nowadays.
Nobody should even attempt to become everything for everyone, theyll miserably fail by being good enough for none.
At the same time, narrowly focused competitors will beat universal solutions in no time.
double-check that you utilize the benefits of a global economy to their fullness.
Evaluate carefully every deal youre being offered, even if it comes from Bill Gates himself.
In other words, keeping your customer relationships healthy will benefit your professional life as well.
