He says:
One of the first questions I usually ask of a high-tech start-up is: “So you’ve got your demo, you’ve got your slides and you’ve got your passport – who are the first five companies you want to go and visit?” And if the answer isn’t self-evident, that’s a problem, and finding the right channels to market becomes critical.
From a standing start, it’s tough to connect with all your prospects under your own steam. You can’t “touch” them all directly, so access to a focused community will help amplify your message.