Thoughts

The tech B2B world has changed in the last decade. It used to be sales talks to sales and agree on a product and price. Then give the job to the tech team. In a tech-startup, Geeks are King. They decide what’s useful or usable. If you can’t convince the geek, you won’t get the business. At Spuul, I am on geek-side of the chain, and too often I had to experience the lack of market knowledge from some corporations. If I have to spend endless hours in meetings, sign an endless trail of paperwork and involve all departments of the company just to be able to start testing a service, the game is not worth it. It doesn’t matter how good your product is or how well Gartner ranks you. You are just too much hassle.