Wanna Get IBM’s Attention?
LizPenson 120000PM54 Comments (2) Visits (4356)
Each time I represent IBM at a startup ecosystem focused event in Austin, most recently the TiE Organization event during Austin Startup Week, I am approached by companies that want to partner with us.
That is a wonderful thing considering IBM has a whole organization, IBM Global Entrepreneur #IBMGE, pointed at recruiting and progressing software startups with enterprise solutions!
Unfortunately, most of these entrepreneurs begin the partnership conversation by telling me how cool their technology is and inquiring about immediate access to IBM’s expansive sales and marketing teams. This almost always cuts the conversation short.
How would a software startup get an enterprise like IBM's attention?
By focusing on solving a client’s problem rather than their awesome technology.
With this tactic, an entrepreneur could build a solid foundation for creating something substantial and drawing the attention of the big guys. With the right problem solving software product that aligns with IBM’s strategic priorities, a software startup would be well on the way to engaging in a productive relationship with IBM.
Instead of jumping right to the sales and marketing conversation, a well prepared startup should initially express how their innovation will solve problems across strategic areas like Smarter Commerce, Big Data & Analytics or MobileFirst for IBM’s clients. If a startup can position itself as an innovative problem solver, they have a much better shot at success, longevity, and the sales that should naturally follow.
Curious about what a problem solving startup partner looks like? Check out these innovative IBM Global Entrepreneur Partners.
What problem are you solving?