What Is the Biggest Mistake Early Companies Make?

Ron Gabrisko says the biggest mistake is not capturing value from customers, and an early company still has to get customers on board. Ramp them at a low cost. The entry point should be as low as possible so people try the product with the least spend. Free trials work, and pay as you go is a really important model, including a start on a credit card.

Let them use the product. Once they love it, you grow like a mushroom. Instead of one or two users, you have the whole department and then multiple departments, and only then do you go get a commit. Demanding a commit before anyone can do anything with the software is a huge mistake. People try to slam in a big deal right out of the gate. The biggest thing for an early company is logos and new customers.