Paul Bell: Mastering Enterprise Partnerships

In this conversation, we sit down with Paul Bell, an Operating Partner at Lead Edge Capital and former senior executive at Dell. Paul has spent his career helping companies scale and advises growth-stage businesses on how to build successful enterprise partnerships. In this discussion, Paul outlines how early-stage companies can avoid common pitfalls, align with enterprise sales teams, and create partnerships that drive lasting value—for both sides.

PART ONE: What makes a successful enterprise partnership?

• The best partnerships solve a clear problem for the enterprise’s customer.
• Small companies must understand the enterprise’s strategy and objectives—not
• just rely on surface-level relationships.
• Foundational questions matter: Why does this enterprise want a partner? What does success look like for them?

“The most common mistake is not understanding how the enterprise actually works—what motivates it, how it sells, and where you fit.”

PART TWO: How can startups drive real engagement with enterprise sales teams?

• Treat the partnership like an enterprise sale—map the account, understand their pain points, and don’t expect shortcuts.
• Understand what motivates frontline salespeople—are they getting quota relief for selling your solution?
• You may be a small part of the deal, but if you’re essential to winning it, you can earn disproportionate mindshare.

“Maybe you’re only 5% of the deal, but they’re not going to win the deal without you.”

PART THREE: How should companies approach long-term partnership success?

• Partnerships can be a path to exit, but only if teams genuinely work well together and create value.
• Establish buy-in from both an executive sponsor and the sales leader inside the enterprise.
• Set realistic expectations—traction often takes 12–18 months.

“You have to ask tough questions upfront—about incentives, staying power, and what happens if your champion moves on.”

PART FOUR: How does Lead Edge support portfolio companies in enterprise partnerships?

• Lead Edge brings pattern recognition, operator experience, and a network of 700+ LPs to open doors.
• The firm doesn’t just say “we’ll help”—it acts quickly with tangible intros and support.
• The ethos has remained unchanged: find great companies and help them win.

“What’s different about Lead Edge is not just the network—it’s the speed, humility, and commitment to action.”