On: How Big Deals Kill Companies

[tedmiston]

Do you feel differently about a big deal if it comes in stages? A big deal is less of a big deal when it's a shorter term paid pilot, and even in that case some of the other downsides mentioned like slow process still play a role, but on the flip side this can be a means of funding product development…

Is it sensible to turn your head at a big deal asking the company for a smaller one as opposed to avoiding them entirely?

[akharris → tedmiston]

Depends on what it takes to close each section of the deal, and what you're working on in the interim.

[devmunchies → tedmiston]

So the land and expand model? Up-selling seems less risky than going all in up front.

[tedmiston → devmunchies]

Sort of but on a smaller time scale. Like after a demo or proof of concept, getting a paid pilot that isn't a full deal but enough that you bring in some $ from it. The pilot is usually one-off or recurring for a few months vs longterm recurring revenue.