Don’t underestimate the power of buy-in from the sales guys. It is often mentioned that sustainable startup co-labs require buy-in from top management. While the BotSupply + Oracle case does not go against this truth, it demonstrates how beneficial it can be to connect with the sales level of a large organization. BotSupply founder Asser Smidt not only spent time developing the relation with Lars Vestergaard, Oracle’s Head of Market Connect, when they started working together in 2017.
My best advice to scale-ups exploring industry partners is that you look for these connections between your individual suites of products...
