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Startup Sales

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Startup Sales Vivek Sharma | CEO | Movable Ink This presentation created by Vivek Sharma, Movable Ink
Background This presentation created by Vivek Sharma, Movable Ink
4 Startups: 1 IPO, 1 Failure, 2 Growing Engineer Salesperson 8 figure ARR $4m ! ARR This presentation created by Vivek Sharma, Movable Ink
What’s your core? ENGINEERING DESIGN MARKETINGSALES This presentation created by Vivek Sharma, Movable Ink
You Engineer! Designer! Marketer! *or*! FAST LEARNER Customer! Acquisition This presentation created by Vivek Sharma, Movable Ink
Your solution is NOT ! my problem. Don’t proceed UNTIL ! you have validated ! that there is a market. This presentation created by Vivek Sharma, Movable Ink
Customer Acquisition! This presentation created by Vivek Sharma, Movable Ink
Ways you ! acquire customers WEB PARTNERS DIRECT INSIDE Low! Touch High! Touch This presentation created by Vivek Sharma, Movable Ink
In STARTUP! You don’t choose the model. The model chooses you! This presentation created by Vivek Sharma, Movable Ink
Web Sales - SaaS! - No sales team! - Customers Google a solution (existing leader)! - Freemium (debatable)! - $9-$199/month Growth through:! - virality! - SEO/SEM! - evangelism! - distribution deals! This presentation created by Vivek Sharma, Movable Ink
Direct Sales - SaaS or on-premise! - $5000/month or higher (Up to millions/yr)! - Solution sale (budgets, approval, stakeholder)! - Seasoned salespeople! - ROI, case studies, brand leadership Growth through:! - Managing enterprise sales cycle (3-24 mos.)! - Selling BIG deals! This presentation created by Vivek Sharma, Movable Ink
Inside Sales - SaaS! - Dialing for dollars! - Easily learnable pitch! - Deals < $999/month! - Close in < 1 month! - Sell to one person lower in the org Growth through:! - tightly managed and measured sales team! - extrapolate model! This presentation created by Vivek Sharma, Movable Ink
A tale of two companies Web Sales Enterprise Customers Pay Hundreds ! a year Millions ! a year This presentation created by Vivek Sharma, Movable Ink
Partner Sales Thoughts! - Can go horribly bad or wonderfully well! - Figure out how to sell direct first! - Understand how the partner benefits! - Partner only on paper Potential carrots! - Exclusive access to unique technology! - Revenue share (maybe)! - Service/License revenue split! - Complete solution! This presentation created by Vivek Sharma, Movable Ink
Build a spreadsheet.! Extrapolate your data. This presentation created by Vivek Sharma, Movable Ink
Organization This presentation created by Vivek Sharma, Movable Ink
Sell Division This presentation created by Vivek Sharma, Movable Ink CTO! Build CEO! Sell Spreadsheet phase
Sell Division This presentation created by Vivek Sharma, Movable Ink Relationships Sales Rep Client Services Spreadsheets -> salesforce.com
Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Inside Sales Direct Sales Campaign! Manager Account! Manager Servicing salesforce.com + Zendesk Marketing! Manager Demand
Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Campaign! Manager Account! Manager ServicingMarketing Community! Manager Inside! Sales Direct! Sales Sales! Ops Channel! Managers Content! & Demand! Gen Sales! Development! Reps Raw! Leads Sales! Accepted! Leads Customers Retention! & Upsell Pardot Salesforce Zendesk
Other thoughts 1) Founders do direct sales to start! 2) You are authentic & “hold the business” in your head! 3.) Experiment & iterate Questions ! so far? This presentation created by Vivek Sharma, Movable Ink
The Funnel Leads Opportunities Proposals Customers Attention Interest Decision Action This presentation created by Vivek Sharma, Movable Ink
Prospecting & Lead Gen - Customer development! - People you have worked with! - VCs or Angels (they get diligence out of it)! - Connectors (GA)! - LinkedIn + social proof! - Events! - Cold call/email Attention (hardest part)Leads This presentation created by Vivek Sharma, Movable Ink
Additional Resources but the best way:! JUST DO IT! This presentation created by Vivek Sharma, Movable Ink
Startup Sales Vivek Sharma! CEO! vsharma@movableink.com This presentation created by Vivek Sharma, Movable Ink

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Startup Sales

  • 1. Startup Sales Vivek Sharma | CEO | Movable Ink This presentation created by Vivek Sharma, Movable Ink
  • 2. Background This presentation created by Vivek Sharma, Movable Ink
  • 3. 4 Startups: 1 IPO, 1 Failure, 2 Growing Engineer Salesperson 8 figure ARR $4m ! ARR This presentation created by Vivek Sharma, Movable Ink
  • 4. What’s your core? ENGINEERING DESIGN MARKETINGSALES This presentation created by Vivek Sharma, Movable Ink
  • 6. Your solution is NOT ! my problem. Don’t proceed UNTIL ! you have validated ! that there is a market. This presentation created by Vivek Sharma, Movable Ink
  • 7. Customer Acquisition! This presentation created by Vivek Sharma, Movable Ink
  • 8. Ways you ! acquire customers WEB PARTNERS DIRECT INSIDE Low! Touch High! Touch This presentation created by Vivek Sharma, Movable Ink
  • 9. In STARTUP! You don’t choose the model. The model chooses you! This presentation created by Vivek Sharma, Movable Ink
  • 10. Web Sales - SaaS! - No sales team! - Customers Google a solution (existing leader)! - Freemium (debatable)! - $9-$199/month Growth through:! - virality! - SEO/SEM! - evangelism! - distribution deals! This presentation created by Vivek Sharma, Movable Ink
  • 11. Direct Sales - SaaS or on-premise! - $5000/month or higher (Up to millions/yr)! - Solution sale (budgets, approval, stakeholder)! - Seasoned salespeople! - ROI, case studies, brand leadership Growth through:! - Managing enterprise sales cycle (3-24 mos.)! - Selling BIG deals! This presentation created by Vivek Sharma, Movable Ink
  • 12. Inside Sales - SaaS! - Dialing for dollars! - Easily learnable pitch! - Deals < $999/month! - Close in < 1 month! - Sell to one person lower in the org Growth through:! - tightly managed and measured sales team! - extrapolate model! This presentation created by Vivek Sharma, Movable Ink
  • 13. A tale of two companies Web Sales Enterprise Customers Pay Hundreds ! a year Millions ! a year This presentation created by Vivek Sharma, Movable Ink
  • 14. Partner Sales Thoughts! - Can go horribly bad or wonderfully well! - Figure out how to sell direct first! - Understand how the partner benefits! - Partner only on paper Potential carrots! - Exclusive access to unique technology! - Revenue share (maybe)! - Service/License revenue split! - Complete solution! This presentation created by Vivek Sharma, Movable Ink
  • 15. Build a spreadsheet.! Extrapolate your data. This presentation created by Vivek Sharma, Movable Ink
  • 16. Organization This presentation created by Vivek Sharma, Movable Ink
  • 17. Sell Division This presentation created by Vivek Sharma, Movable Ink CTO! Build CEO! Sell Spreadsheet phase
  • 18. Sell Division This presentation created by Vivek Sharma, Movable Ink Relationships Sales Rep Client Services Spreadsheets -> salesforce.com
  • 19. Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Inside Sales Direct Sales Campaign! Manager Account! Manager Servicing salesforce.com + Zendesk Marketing! Manager Demand
  • 20. Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Campaign! Manager Account! Manager ServicingMarketing Community! Manager Inside! Sales Direct! Sales Sales! Ops Channel! Managers Content! & Demand! Gen Sales! Development! Reps Raw! Leads Sales! Accepted! Leads Customers Retention! & Upsell Pardot Salesforce Zendesk
  • 21. Other thoughts 1) Founders do direct sales to start! 2) You are authentic & “hold the business” in your head! 3.) Experiment & iterate Questions ! so far? This presentation created by Vivek Sharma, Movable Ink
  • 23. Prospecting & Lead Gen - Customer development! - People you have worked with! - VCs or Angels (they get diligence out of it)! - Connectors (GA)! - LinkedIn + social proof! - Events! - Cold call/email Attention (hardest part)Leads This presentation created by Vivek Sharma, Movable Ink
  • 24. Additional Resources but the best way:! JUST DO IT! This presentation created by Vivek Sharma, Movable Ink
  • 25. Startup Sales Vivek Sharma! CEO! vsharma@movableink.com This presentation created by Vivek Sharma, Movable Ink