Selling IT Services to Silicon Valley
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This document provides advice for IT services companies looking to sell their services to companies in Silicon Valley. It emphasizes being optimistic and confident, telling a compelling story, using standard American business terms, avoiding unrealistic expectations, focusing first meetings on learning about the client, and helping clients manage budgets to build true partnerships. It also notes the massive demand for technical talent and venture capital funding available in Silicon Valley.
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Selling IT Services to Silicon Valley
- 1. SELLING IT SERVICES TO SILICON VALLEY SPEAKING THEIR LANGUAGE
- 2. DEC PDP-10 MAINFRAME, 1976 By Michael L. Umbricht, The Retro-Computing Society of RISun-collector at en.wikipedia, from Wikimedia Commons
- 3. Photo courtesy Computer History Museum
- 4. ‹#› “PEOPLE FROM SILICON VALLEY CAN DO ANYTHING” -Elon Musk Image by OnInnovation
- 5. Optimism, Confidence & Excitement Closing Deals With Standard Terms Avoiding Expectation Disconnect Telling the Right Story
- 6. HEWLETT-PACKARD HEAQUARTERS, 1939 Image Courtesy of the Computer History Museum
- 7. ‹#› “I wasn’t a founder in the sense that I contributed anything scientifically, but in the sense that I signed the corporation papers and owned founder’s stock.” - Arthur Rock Image By Singhaniket255 (Own work) [CC BY-SA 4.0, via Wikimedia Commons
- 8. Optimism, Confidence & Excitement Telling the Right Story Being Comfortable & Familiar Avoiding Expectation Disconnect
- 9. ‹#› THE FIRST MEETING IS ABOUT THEM, NOT YOU
- 10. BEING A “GREAT SOFTWARE COMPANY” IS NOT ENOUGH
- 11. ‹#› 1. WE TRIED 2. WE FAILED 3. WE LEARNED 4. WE SUCCEEDED 5. NOW WE HELP OTHERS
- 12. “Fail fast, fail often.” - Silicon Valley Saying “VCs bury their dead very quietly.” - Shikhar Ghosh, Harvard Lecturer
- 13. Optimism, Confidence & Excitement Being Comfortable & Familiar Avoiding Expectation Disconnect Telling the Right Story
- 14. ‹#› COMMUNICATION IS THE MOST COMMON DEAL BREAKER
- 15. USE STANDARD AMERICAN TERMS
- 16. AN AMERICAN LLC WILL HELP CLOSE DEALS
- 17. NEVER COMPETE ON PRICE
- 18. Optimism, Confidence & Excitement Being Comfortable & Familiar Avoiding Expectation Disconnect Telling the Right Story
- 19. BE THE RIGHT KIND OF ROCKSTARS
- 20. ‹#› HELP THEM MANAGE THEIR MONEY TO BUILD A TRUE PARTNERSHIP, HELP THEM MANAGE THEIR BUDGET
- 21. ‹#› “90% of VC’s add zero value to a startup.” - Vinod Khosla, CEO Sun Microsystems
- 22. WHAT EVERY SILICON VALLEY STARTUP REALLY WANTS Image by ForgeMind ArchiMedia
- 23. By 2020, there will be 1.4 million new computer science jobs, but only 400,000 US computer science students. US Venture Capital funding is on track to reach a record $70B this year.