Access, sales & scenarios

Accelerators, mentors, and selling to government and enterprise.

What founders use for access, sales & scenarios, ranked by how many answers lean on it.

  1. Pete Koomen took Optimizely from zero to $100M+ ARR, and here he breaks the enterprise funnel down for exactly the person who... Y Combinator Startup School Video · ~35 min Enterprise Sales for Founders Pete Koomen In 4 answers
  2. A seasoned enterprise sales leader gives a crash course on selling into complex organizations like the Fortune 500, including... Andreessen Horowitz (a16z) Video · ~45 min Go-to-Market Boot Camp for Startups: Field Sales Mark Cranney In 2 answers

The questions

Incubators, accelerators & competitions 21

Get in, get funded, get connected.

Should I join an incubator or an accelerator, and which one? 3 → My college has an E-Cell and an incubator, how do I actually use them? 2 → Which incubators and accelerators give grant money, not just space and mentorship? 4 → How do I get into YC or a top accelerator, what do they actually look for? 3 → Is the equity an accelerator takes worth it? 3 → All 21 questions in Incubators, accelerators & competitions →
Selling to government 21

GeM, tenders, and the public-sector playbook.

How do I actually sell to the government, where do I find the buyers? 3 → What is GeM and how do I get my product listed on it? 2 → How do government tenders and procurement actually work for a tiny startup? 3 → Do I need certifications or empanelment to sell to a ministry? 2 → I'm a DPIIT-recognised startup, what procurement relaxations do I actually get? 3 → All 21 questions in Selling to government →
Selling to enterprises (B2B) 21

Land your first big logo.

How do I land my first enterprise customer when nobody has heard of us? 3 → How long is a B2B sales cycle and how do I not run out of money waiting? 3 → Who do I actually sell to inside a big company, and how do I find the decision-maker? 3 → They want a free pilot, should I do it? 3 → Should I use design partners, and how do I structure the deal? 3 → All 21 questions in Selling to enterprises (B2B) →
Mentors, advisors & network 21

Find the people who accelerate you.

My network is all corporate colleagues, how do I actually meet founders and investors? 3 → Can I build a serious startup from outside the big startup hubs, or do I have to move to Bangalore? 3 → How do I find a mentor or advisor who will actually help me, not just add a logo to my deck? 2 → How much equity should I give a startup advisor? 1 → How do I actually ask someone to mentor or advise me without it being awkward? 2 → All 21 questions in Mentors, advisors & network →
eChai Partner Brands The partnership →