Comments on: NINAs and Egg Breakers (Pitching a VC)

By: NINAs and Egg Breakers (Pitching a VC) | CloudAve

NINAs and Egg Breakers (Pitching a VC) | CloudAve — Sat, 25 Jul 2009 04:56:09 +0000

[...] the firm who has either influence or authority. Or talk with a different VC.(Cross-posted @ Both Sides of the Table) Posted Under : General Tags startups entrepreneurship vc funding venture capital [...]

By: marksuster

marksuster — Thu, 02 Jul 2009 03:51:49 +0000

Hey, Marc. Great point. Totally agree. In our enterprise sales process we defined roles in a company (e.g. champion, check-writer, enemy, influencer, technical champion) and one of the roles we had was “sage”. This was often somebody who had been in the company a long time and people mostly discounted. Sometimes they were NINAs. But they were always an important source of information about the company. Thanks for your comments.

By: Marc Winitz

Marc Winitz — Thu, 02 Jul 2009 03:24:42 +0000

Mark,

This is a great blog with a lot of value. One thing that is worth mentioning in any sales process (VC, Enterprise, etc…) is the value a NINA can provide in simply providing information you may not have. All sales involves the concept of “triangulation” which simply means you have a piece of information you are trying to validate from another source. Definitely a role a NINA can play and/or they can provide a piece of information you may be missing which you can then take and validate elsewhere. To your point, don’t spend a lot of time with NINA’s but don’t discard them either. They can provide value to your sales process if engaged properly.

– Marc Winitz

By: Twitted by nathan892

Twitted by nathan892 — Mon, 29 Jun 2009 07:56:49 +0000

[...] This post was Twitted by nathan892 [...]