Cracking Enterprise: What AI Startups Need to Know
🎤 Speakers:
T.A. McCann — Managing Director, Pioneer Square Labs & Founder/CEO, Lev
T.A. is a Seattle-based startup builder and operator, serving as Managing Director at Pioneer Square Labs, one of the most active startup studios in the Pacific Northwest, while also founding and running Lev. He brings a founder's-eye view of what it actually takes to land that first enterprise customer, since he's selling into enterprise accounts himself right now.
Chris Pavel — Founder & CEO, Rally Point Ventures
Chris founded and leads Rally Point Ventures, a Seattle-based venture firm investing in defense and dual-use technology — one of the most relationship- and trust-driven corners of enterprise sales.
Shohei Yamada — CEO, SBI USA Yamada-san leads SBI USA's venture fund in Seattle, a joint GP partnership between SBI Holdings, Shin Nippon Biomedical Laboratories, and Plug and Play. The fund has deployed roughly $300M across 45+ portfolio companies, with a focus on bridging Japanese capital and US-based AI and deep tech startups.
Tak Kihara — Director, NEC X Tak leads partnership strategy at NEC X. He works at the intersection of corporate innovation and startup partnerships, helping founders navigate what it actually takes to work with a large enterprise like NEC.
Moderator: Aniket Naravanekar — Director, Founder Institute Seattle & CEO, Skillsheet
Aniket leads Founder Institute's Seattle chapter, part of a global accelerator network that has helped launch 8,000+ companies and supported $1.9B+ in funding. He's also the CEO of Skillsheet.
✅ Food & drinks available
About the Event
Selling into the enterprise is one of the hardest things an AI startup will do. Long sales cycles, complex stakeholders, security reviews, and procurement hurdles trip up even the strongest products. This session brings together corporate innovation leaders and operators who have been on both sides of the table to share what actually works.
The evening features a fireside chat on how AI startups can break into enterprise accounts, navigate decision-making, and turn pilots into lasting partnerships, followed by a startup pitch session where founders connect directly with investors, partners, and collaborators.
Come ready to share what you're building, exchange ideas, and make connections that count. Appetizers and beverages will be available.
Who this event is for
✅ Early-stage founders building in AI, especially those selling into or partnering with enterprises
✅ Investors and ecosystem leaders looking for their next opportunity - 4 of our top founders will be presenting at this event.
📋 Format
🔹 Fireside Chat: Cracking enterprise, navigating partnerships, and creating long-term value
🔹 Startup Pitches: Selected founders pitch on stage (3 min each + 2-3 min Q&A)
🔹 Networking: Connect with founders, investors, and ecosystem builders
📢 About NEC X
NEC X is the Silicon Valley innovation arm of NEC, and home to Elev X!, a venture studio program that has helped launch and scale AI startups across the U.S. and Canada.
💡 Why Elev X!?
🔹 Backed by NEC: 125 years of tech innovation, $8B in R&D, and 45,000+ patents 🔹 Hands-On Support: Deep collaboration with NEC engineers and business experts 🔹 AI & Deep Tech Focused: Investing in AI-driven startups pushing the boundaries of innovation
📢 About Founder Institute Seattle
8,000+ companies launched. 200+ cities. $1.9B+ raised.
Work with local Mentors and a dedicated team that helps you from incorporation to fundraising. We partner with communities, investors and other accelerators to create the right opportunities for your business to take off! Learn more at fi.co/seattle