If you're a startup a large Enterprise customer partnering with you can be an absolute dream. It can also be a nightmare, if you aren't ready for it.....
How would you know you aren't ready?
To be honest, you don't know for sure...or you wouldn't readily admit it, even if all of the signs were there.
One item I'd focus on, rather than if your startup is ready for a large Enterprise customer is ensuring it's the right partner.
That is more important to me.
How will they respond if you make a mistake? Are they highly collaborative? Do they view your solution as a long-term strategic initiative? Do you have buy-in from the right internal teams?
But, when it comes down to it...these partnerships and opportunities don't come around often for early stage startups. You have to believe in your teams ability to execute and continually deliver progress.
I've noticed a trend in healthcare that large companies are willing to partner earlier with startups, then they were in the past. This will invariably lead to the young startup making mistakes. It will also lead to increased velocity of innovation.
If your startup is fortunate enough to sign a contract with a large Enterprise customer, ensure that communication and honesty are at the foundation of that relationship. And, when you do make a mistake...call it out yourself and lead with how you'll address it.
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