Selling High-Tech Products and Services to an Executive Team

Lecture 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.

Course Index

1. Transferring Big Company Culture to Startups
2. Competing with Giants: It's All about Speed
3. Differences between Going Public in the Dot-com and Post Dot-com Eras
4. Private versus Public Company Tradeoffs: Building Credibility
5. Seeking Advice and Guidance as a CEO
6. Working With and Making Decisions with Great People
7. Work-Life Balance for Driven People
8. Silicon Valley Compared to the World
9. Differences between Student Life and Professional Life
10. Challenges in Cracking Big Markets
11. Selling High-Tech Products and Services to an Executive Team
12. Lessons from Applying the HP Way to Startups
13. The Benefits of Advanced Technical Training