While you’re an early stage startup, you’re clamoring for purchasers. It’s crucial that you simply begin producing income as quickly as doable as a result of it’s a metric that buyers have a look at: how briskly you’re rising income between your seed and your A spherical.

For those who aren’t producing a ton of income, you’ll most likely have a tricky time with regards to elevating your subsequent spherical. Alex Kayyal, a accomplice at Lightspeed Enterprise Companions, talking at For Millionaires Early Stage in Boston final week, says that discovering the fitting early companions is essential.

One subject that generally comes up for early-stage corporations is the only massive buyer. The corporate is massive and influential, however you aren’t constructing a product for the wants of 1 firm. That you must handle a broad vary of use circumstances to essentially jumpstart the income machine.

“I believe as a startup one of many hardest issues to do is saying no to income, and a buyer, who’s prepared to say, ‘Hey right here’s a $200k verify in your product,’” Kayyal mentioned. That’s very true when that verify could be a lot greater than your subsequent closest buyer. However on the identical time, you additionally don’t need to be an outsourced improvement store for one firm, and that’s an actual hazard with the one massive buyer phenomenon.

The difficulty with one massive buyer is that it has the ability to throw its weight round. “You already know you see this on a regular basis in retail with Walmart the place they’ll dictate phrases. They’ll drive pricing energy, and as a small firm you’re at their whim,” he mentioned.

As tempting as it’s to take the cash and run, a startup can’t afford to tackle a buyer at the price of different prospects. So generally saying no and really figuring out when is the fitting time to work with an organization like that could be a key ability for younger corporations.

“It may possibly result in a slippery slope the place your customizing code and constructing options only for them, and sadly that doesn’t signify the remainder of the market,” Kayyal mentioned. “Your actual objective is product-market match and product-market match that’s repeatable throughout the trade, not simply with one buyer.”