Startup business development is basically David vs. Goliath. At the startup, you're David. You have no armor (few, if any, referenceable deals), a staff (your startup), five stones and a sling (a product that works...mostly). You know everyone who works at your company, and everything about them. You're trying to pitch Goliath, a company so large that employees are introducing themselves to each other in your meeting, because they have never met before. Hear Khosla Ventures and Mayfield Fund's Ron Hirson share tips and stories from his successful experience pitching big companies like AT&T, MasterCard, Facebook, EA, Vodafone and other Goliaths, at his last three start-ups.

1. David vs. Goliath BD
Ron Hirson, EIR
Khosla/Mayfield

2. Online Dating
Digital Media
Facebook Apps Platforms & SN PaymentsFree to Play Online Dating
Digital Media
book Apps Platforms & SN PaymentsFree to Play
100+ Partners

3. 250+ Carriers

4. Swarm
the Org
1

5. Get Your
Sponsor
2

6. Do Their
Work
3

7. Be In The
Neighborhood
4

8. Tier Up &
Peer Up
5

9. Bring PM
and Eng
6

10. No Is Just The
Beginning
7

11. 8 Sell On Fear

12. Offsite
To Close
9

13. @hirson
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