Thursday, June 19, 2014

First Teaching Customers (the right ones)

At our LP meeting, Ajay Mishra discussed how he targeted the right customers and partners (even before building the product) and then closed them.  Ajay did it first as cofounder of Airespace and then later as cofounder of MobileIron.

Ajay emphasized getting enough different perspectives (from different potential customer segments and different potential go-to-market partners), especially from outside the bay area.

In raising the first $500k financing Storm for MobileIron, Ajay showed the report card on the original 24 teaching customers and partners for Airespace.
Ajay followed the same formula with MobileIron.

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