To generate short list placements, you need to narrow your claims to analysts [Startup Saturday]

rocket-for-startups.jpgFounders and senior executives at startups frequent speak about the future of their companies and markets with grand sweeping statements about how they are going to change the world. They also will say that every enterprise and small business or consumer should buy their product or service. While these might be legitimate statements and required when speaking to the press, when used with IT industry analysts they are often a credibility killer. After hearing such claims from a tiny vendor without many existing customers or demonstrated ability to execute, an analyst will often quietly smirk and not consider mentioning the startup to clients – potential prospects for the startup.

If analysts perceive that you are so scattershot in your target markets that you won’t be effective then they won’t risk their reputation putting you on short lists. What is more effective is […]