Entrepreneurship Lecture on Go-To-Market Strategy, Scaling & Negotiation Skills

On March 21, 2025, the Entrepreneurship Cell of Don Bosco College of Engineering hosted Mr. Damodar Pai Patnekar for an insightful lecture on “Go-To-Market Strategy, Scaling & Negotiation Skills.” The session focused on transforming an idea into a successful start-up by effectively entering the market, scaling operations, and mastering negotiation techniques.

Mr. Patnekar emphasized that a great idea alone is insufficient—execution is key. Many startups fail due to poor market entry strategies and inefficient scaling. Using the example of an online learning platform, he explained that initial investment is not the sole determinant of success; positioning, technology, and scalability play crucial roles.

A well-defined Go-To-Market (GTM) strategy is essential before launching a product. Understanding the target audience prevents resource wastage and ensures effective positioning.  Scaling a startup is where many businesses struggle. Growth is necessary, but expanding too quickly without the right infrastructure can be detrimental, Mr. Patnekar explained.

Mr. Patnekar also discussed key factors that determine a startup’s success. A clear business roadmap helps entrepreneurs set achievable goals for different timeframes. Securing funding through bootstrapping, angel investors, venture capital, or government grants plays a crucial role in business sustainability. One of the most engaging parts of the lecture was the discussion on negotiation skills. Mr. Patnekar described negotiation as an entrepreneur’s superpower—the ability to convince investors, customers, and partners while ensuring a mutually beneficial outcome. He stressed the importance of knowing one’s objectives before entering negotiations, understanding the motivations of the other party, maintaining flexibility while upholding core business values, and focusing on strategic value rather than just financial gain. He illustrated this with an anecdote about a startup founder who prioritized valuation over strategic partnership, ultimately compromising key business decisions.

The session provided students with practical frameworks for launching and sustaining startups. Mr. Patnekar’s real-world examples and actionable insights reinforced the importance of strategic execution, adaptability, and persistence in entrepreneurship.