Brian Rowe began coding at age 13, developing Internet-based applications programming. He took that love for data to a position at Cummins that won him an award from CIO Magazine for “50 Best Intranets.” Later, he founded a software company that was purchased by iGoDigital, which eventually sold to Salesforce for $21M. Today, Rowe is using his life-long love for data and analytics to change the way students experience college with Perceivant, an education technology company that replaces traditional textbooks with cost-effective and interactive digital courseware.

“Try to go out and sell your solution before you start… You don’t have to lie about it, you don’t have to say it’s done. I think you can go out and find who you think your target customer is and say here’s my solution, here’s what I think it should look like, I want it to be like this. If I can offer it to you just like this with this much money would you be a customer for me? Would you sign up if I had it six months from now? Okay can you sign and LOI now. It’s just practice closing the deal even though there’s nothing that exists that you are talking about. And find out what’s it’s like to try to sell it, what feedback you get, can it be sold you are going to find nuggets of features or twists on how it should look and how it should work before you ever really hire anybody up to team together or raise money. You can get a lot sort of done in almost have hopefully with any luck a couple of beta customers that are going to be proponents of yours when you actually do get live”…[Listen for More]

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