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Post revenue in 6 months with 6 people, enterprise b2b


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Product Camp Austin 21 Un-conference, town hall session presentation.

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Post revenue in 6 months with 6 people, enterprise b2b

  1. 1. Post revenue in 6 months with 6 people, in an enterprise b2b tech startup September 15, 2018 Austin, TX #pcatx21
  2. 2. ADVOCATES Sponsors SUPPORTERS Thanks In Kind#pcatx21 2
  3. 3. Problems selling into Telcos Stability vs Innovation Simpler Products vs Capabilities & Adjacencies Risk-averse Large Enterprises vs Ship-early, Fail-fast #pcatx21 Omar Paul @omieomye 3
  4. 4. Product Strategy Choices Work with, not compete with the Telco Sales channel was Indirect to enterprise, via the Telco Platform Enablement, not Solutions #pcatx21 Omar Paul @omieomye 4
  5. 5. Product Audiences #pcatx21 Omar Paul @omieomye 5 Developers as a User Telcos as a Customer and a Channel Enterprises as the End Customer This is NOT simple !
  6. 6. From Story à Live, some notes #pcatx21 Omar Paul @omieomye 6 • Kanban, not Scrum • Basic bootstrap UI, no beautiful screens • Sold ahead of demo • Top 3 use cases, no more • Focused on first trial • Spent tons of time talking instead of writing • Multi-hat team • Some luck Discuss…
  7. 7. Takeaways to discuss 30+ customers (Telcos) interested, only 3 signed for trial …free, easy-peasy integration, impediments were removed, but still Sales cycles were longer than we thought …strategy sale, not product Domain expertise and cred/goodwill was necessary …still buying people-first, not tech-first #pcatx21 Omar Paul @omieomye 7
  8. 8. Dissect What sounded suspect in our strategy? Could we have picked a different sales model? What would you have done? #pcatx21 Omar Paul @omieomye 8
  9. 9. ADVOCATES Sponsors SUPPORTERS Thanks In Kind#pcatx21 9
  10. 10. Thank you Omar Paul @omieomye #pcatx21 Omar Paul @omieomye 10