Use a cheat sheet.
Calico employees in marketing and sales don't waste a lot of time figuring out what a new product can do for their customers. Instead, they visit the "is/is not" area of the iWeb, the company intranet. It gets straight to the point: Here's what this application is and what it isn't, what it does and what it doesn't do.
Focus on helping your customers succeed.
Calico's success depends on its customers' success. So winning praise from its customers -- such as being named one of Cisco's "Vendors of the Year," in 1996 -- is something that Calico takes very seriously.
Remember that there's strength in numbers.
No startup can develop all of its weapons internally. That's why Calico's strategic partnerships with companies like Andersen Consulting and KPMG are so crucial. They add instant credibility, create a pipeline of customer leads, and help Calico to perform like a large organization.
Email
Digg
StumbleUpon
Facebook
Buzz Up!
LinkedIn
