While working with Venture Capitals and Emerging Business Security companies sometimes managing expectations is one of my most difficult challenges. Synergizing and aligning with Microsoft’s Partner Ecosystems value chain is what makes things work.
A bit tong-in-cheek, you need to keep two key things in mind; Tireless Patients and Manage Exuberant Expectations, as quoted by IDB key note speaker General Partner Sam Jadallah of Mohr Davidow Ventures. It's like walking up the tail of a dragon!
Additionally, he listed key dos and don’ts; Do’s
- Relevant Progress: know who and what you are – Enterprise class or Small or Medium Size Business (SMB).
- Cultivate Top priorities: organize initiatives and align your initiative with Steve Ballmer’s top 6 or 7 priorities and game plan – this is public information.
- Aligning yourself with priorities get you to jump in front of the parade. Field Contacts: Who’s motivated by your success, could be revenue pull through, or Systems Integrators.
- Partnerships with aligned goals are critical for success.
- Thinking your going to be bought by Microsoft: It happens but so does stories about people getting hit by lighting – it’s rare.
- Focus on closing deal by a special date: is typically unrealistic and sets up everyone for a disappointment.
- Microsoft brings you the first customer: I had conversation with a startup on a competitive platform wanted me to convert the platform and position the first deal. Again, highly unrealistic.
- Skip the programs and go directly to Microsoft Corporate: Many Startups don’t realize that they need to go through due diligence with the appropriate program steps developing relationships with internal Microsoft advocates.
I’ve worked with many different types and personalities and witnessed first hand all of his observations and believe Sam advice is spot-on. Following a prescribed sequenced steps, building relationships, working the ecosystems and taking advantage of programs, greatly improves the odds now in your favor to accelerate deals and revenue.
PS. My first published Art work -- Dragon pencil sketch, hopw it's not too scary :)