Navigate To The Lighthouse
Execute a lighthouse deal to catapult your startup over the chasm of early adopters and into the land of new opportunities with trillion-dollar companies. Navigate to the Lighthouse explains how to do that, using strategic business development as a competitive advantage.
When you approach the chasm and look at lighthouses shining on potential trajectory-changing deals, two questions likely cross your mind: Should I invest the time and resources to pursue what seem like impossible deals? If so, what’s the path to get there—strategically and tactically?
Kurt Davis has the answers. He’s gone through the journey, and now he wants to share his hard-earned knowledge with you. He breaks the process down into three parts: Chart Your Course, Galvanize Your Crew and Maneuver Strategically, and Land the Deal and Expand. Master these and you’ll be on your way to landing the lighthouses and building an enduring business through business development deals.
Don’t take just his word for it. Navigate to the Lighthouse includes contributions from more than twenty, past and current, tech investors and executives from Apple, PayPal, Microsoft, Sony, DocuSign, Adyen, Bill.com, Google, Boku, Uber, Andreessen Horowitz, Lightspeed Ventures, Index Ventures, Breakthrough Energy Ventures, and more. Simply put, this is the entrepreneur’s book of business development.
Press & Praise
Navigate to the Lighthouse is for any startup CEO, CRO, or VP of Sales/Business Development. It outlines a methodology on how to work efficiently and effectively with the largest companies in the world. Kurt tells much of what we learned from a decade at Boku and some anecdotes from other companies; read it, and you won't need to go through the ups and downs we did.
Kurt does a great job explaining how Boku worked with Microsoft, educating us about a unique technology to seal the deal. Business development is not about taking clients to dinners or cocktails; it's about understanding customers' pain points by listening closely and offering them the right solution even if your company does not have it all, sharing both the strengths and weaknesses.
Hands down, this is the best book on business development on the market. If you are an entrepreneur or VP of sales trying to Navigate to the Lighthouse to more sophisticated, needle-moving deals for your startup, this book is a must-read. Trust me. As one of his old bosses, I've seen him do it.