When I was 22, I was working on my first enterprise software idea. The idea was nothing more than some powerpoint slides and a demo video. I remember going to a prospect's office in Bellevue with my much-more-experienced coworker. We get there, get offered some waters, then are brought into the CTO's office.
We gave the pitch and did a little song and dance. The CTO said, "I'm in, let's try this out".
Once we got into the elevator shaft, I high-fived my coworker, exclaiming "We did it! Hell ya! Let's get a drink and celebrate!"
My coworker looked at me bewildered, "Dude nothing has happened yet."
I remember thinking he's just downplaying this, this is a big deal. A billion dollar company exec said they're interested in trying our idea! What more can you ask for?
I'm now 30 and after working on enterprise software for 8 years, I look back amusingly on my joyful naivety. Here's all the fun ways deals have fallen through before we've actually cashed the ever-so-alluring "size of the prize" of enterprises:
"Yea this demo looks great, let's do a pilot."
Sike, we're too swamped with other projects, we don't really have time to take this on.
"Yea this pilot is going great, let's make this a commercial agreement."
Sike, we need features A and B before we can go commercial. Oh, this will take 3 months? Talk to me then.
"Great we've signed the commercial agreement, let's get utilization going."
Sike, the true value of what you provide isn't really what we wanted. We missed this in the pilot. Bye.
"We've been using your tool/service a bit, let's start to use it more."
I'm positive that when I look back at myself 8 years later, I'll still smile amusingly at my inflated self confidence.Sike, our finance team is startled now that the new bill is so high. We need to slow down and renegotiate terms.
PS: Hey Justin in 2033! You better have gotten your triglycerides in check.
PSS: That rinky dink idea when I was 22 went on to do some fun stuff