| Selling High-Tech Products and Services to an Executive Team | October 17, 2007 |
Dominic Orr
|
Aruba Networks |
Entrepreneurial Thought Leader Series |
| Views: 1093 |
|
| Video 11 of 13 from this talk |
- 03:27Transferring Big Company Culture to Startups
- 03:47Competing with Giants: It's All about Speed
- 02:02Differences between Going Public in the Dot-com and Post Dot-com Eras
- 02:39Private versus Public Company Tradeoffs: Building Credibility
- 02:55Seeking Advice and Guidance as a CEO
- 03:42Working With and Making Decisions with Great People
- 03:28Work-Life Balance for Driven People
- 04:48Silicon Valley Compared to the World
- 03:27Differences between Student Life and Professional Life
- 05:47Challenges in Cracking Big Markets
- 01:53Selling High-Tech Products and Services to an Executive Team
- 03:24Lessons from Applying the HP Way to Startups
- 03:45The Benefits of Advanced Technical Training
Description
Dominic Orr, CEO of Aruba Networks, argues that to sell a technical product to an executive team, an entrepreneurial firm must focus on understanding and eliminating that executive team's problems. Eliminating CEO, CIO, CTO or CFOs problems means understanding and addressing their pain point sufficiently to overcome their fear of something new.
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