Chris Dixon

Forces that affect whether a large company will buy your product (according to Marc Andreessen)

From Marc Andreessen’s “Moby Dick Theory of Big Companies“:

You can count on there being a whole host of impinging forces that will affect the dynamic of decision-making on any issue at a big company.

The consensus building process, trade-offs, quids pro quo, politics, rivalries, arguments, mentorships, revenge for past wrongs, turf-building, engineering groups, product managers, product marketers, sales, corporate marketing, finance, HR, legal, channels, business development, the strategy team, the international divisions, investors, Wall Street analysts, industry analysts, good press, bad press, press articles being written that you don’t know about, customers, prospects, lost sales, prospects on the fence, partners, this quarter’s sales numbers, this quarter’s margins, the bond rating, the planning meeting that happened last week, the planning meeting that got cancelled this week, bonus programs, people joining the company, people leaving the company, people getting fired by the company, people getting promoted, people getting sidelined, people getting demoted, who’s sleeping with whom, which dinner party the CEO went to last night, the guy who prepares the Powerpoint presentation for the staff meeting accidentally putting your startup’s name in too small a font to be read from the back of the conference room…

Man, I wish Marc still blogged.  (ht saul lieberman)

  • http://www.alearningaday.com Rohan

    Okay great. That’s easy then.
    ;)

  • http://twitter.com/sfahey Sean Fahey

    Exactly!!! Shit that guy knows.

  • http://twitter.com/fachoper ferhat elmas

    I couldn’t read all of it but probably there are repetitions :-)

  • JamesHRH

    Couldn’t agree with you more on the silence from PmarcA.

  • http://procause.com/ matthewhughes

    On point.

    It makes my head explose when I realize just how many of those reasons I’ve run into personally.

  • Anonymous

    But all this keeps so many people occupied & make a living. Marc himself is part of he problem he describes as a board member of organizations like HP, he sustains such activities. 
    In the end your product or service gets picked up not because of merit, never has and never will as so many factors go into the decision making pot that merit and quality don’t stand out, they too need to be propped up.

  • Pingback: Daily Run Down 12/15/2011 | Wayne's Workshop

  • http://www.victusspiritus.com/ Mark Essel

    That screams of “sell to smaller companies”.