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Comment by npizzolato | Hacker News Reader

> I heard so many times bullshit like "I don't know if you'll be alive in a year or two, so I can't adopt your technology"

I'm not sure why you think this is bullshit. Most startups fail. It seems like good sense to be wary of taking a dependency on another business that might not be around in the near future instead of an alternative that has already proven itself in the market.

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Yeah, the problem is that with this line of reasoning a startup is destined to fail. If I don't get clients, I can't keep my business open. That's what irks me. How can I prove myself in the market if I don't get a chance?

If a potential buyer makes that excuse, sell them a expensive long term support contract and offer to put your Intellectual Property (code)in some form of escrow such that the buyers will have access to your code should you fail to support your product in 2 years.

Or become a IBM /HP/MS technology partner and sell through them.

Goodluck !

It sounds like you're trying to sell to late adopters at the early stage. Check out Crossing the Chasm. https://en.wikipedia.org/wiki/Crossing_the_Chasm

It seems that in Europe that's the only kind of adopters. If early adopters were plenty we wouldn't have this discussion in the first place

You know, i am from russia and thought the same way. At some point of our startup journey i met some US startups. I know that they have no customers, but instead of writing noting about customers, they create solid page that describes in details how they help people. And this is game changer - you will never think that this is bullshit and company is weak.

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