Quizlet #34: Dancing with elephants and Sun Tzu

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1. Which of the following are usually true regarding incumbent platforms?

1 point

They are big

Their tech stacks are state of the art

In most cases their customers hate them

Large companies will eagerly switch platforms when presented with a better option

2. True or false: being a point solution for an incumbent software is easier than direct selling because of the already-established marketing and sales channels.

1 point

True

False

Clear selection

3. Which are possible challenges with integration between the startup product and the incumbent software?

1 point

Your team has to be trained on the incumbent software's API and SDKs.

The published specs for integrations are always last to be updated.

Your team has to dedicate time to maintaining the integration forever

Incumbent software platform customers have likely highly customized the platform.

4. The startup needs to be involved with the incumbent software company’s annual customer conferences, _______, webinars, and more.

1 point

internal conferences

daily meetings

social media marketing

all of the above

Clear selection

5. True or false: Channel partnerships come down to individual salespeople who own relationships with their clients.

1 point

True

False

Clear selection

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