ANECDOTES FROM SELLING INTO MASSIVE ORGANISATIONS w/ Luca Bovone Luca Bovone is the founder and CEO of PROJECTS, one of the leading co-living providers in Europe. Before launching PROJECTS, Luca was one of the first hires of Dropbox in Europe. There, after opening several markets in the SMB and Mid-market segments, he focused on selling into large-scale organizations, managing to close some of Dropbox's largest deals globally. Luca shared with us: How to sell into large, complex, organizations? Checklist: do I move forward with this deal or not? How to navigate the procurement process? Who to ask for help internally/externally? How to get the deal closed! Check out the video: https://www.youtube.com/watch?v=F8b1sExHAVY

1. The Art of Sales
or “how to catch Elephants”

2. Once or twice in life, someone will give
you a shot you don't quite deserve.
Work 100 hours.
Do whatever it takes.
Make it happen.

3. Luca Bovone
Currently: building the future of housing at PROJECTS.
Formerly: selling software at Dropbox.

4. What is a big deal?
1

5. LB
A big deal is considered > 100k in ARR.

6. phone face to face
1-6 months
end user
6-24 months
procurement
vs
vs
vs
salesman project managervs

7. Is this really happening?
2

8. There is a Project ongoing.
There is a responsible aka your “Champion”
There is budget and timeline

9. Tricks to get in the game
3

10. You need to do something extra-ordinary
Be 10x faster, more detailed, more prepared
Bring swag

11. Are we ready for this?
4

12. You are never really ready

13. During the deal
5
a.k.a the “POC”

14. You set-up the POC for success
Interview users and deliver clear pain-solutions
Fake it until you make it.

15. Continuous discovery
6

16. Your champion is your inside informer
Openly ask for org structure
Improve your understanding of buying process

17. Mapping the organization
6

18. vs
vs
vs
vs
your CEO - “the sponsor”
you - “the salesman”
your CTO / CSO
your CFO / GC
the more, the merrier
VP / Senior Manager
IT Buyer
CSO / Security
Buyer / Procurement
The Deal Team “Them”vs

19. Yes does not mean ready to go.
It means it’s just getting started.
8
a.k.a procurement’s a bitch

20. Price doesn’t mean anything until Procurement
RFP / SLA / MSA… What???
Never too early to involve legal team

21. Closing
9

22. “never gonna
happen”
“wow, they like
our product”
“not sure the POC
will be successful”
“they said yes!!!
Imma be a millionaire”
“you celebrated too early
procurement’s here”
!!!

23. Keep 1 bomb for the last minute
“CEO magic”
Basically, do whatever it takes

24. The Aftermath
10
a.k.a haters gonna hate

25. Be ready for an internal blowback
Always get the reference
Work continues: support, deployment, training

26. Big deals: project management vs. salesmanship 1
Make sure to check it is, actually , happening 2
You’re not ready for this. That’s ok. 4
Do the extra-ordinary to get into the game 3
Fake it until you make it. You make POC to success. 5
Continuous discovery is your ongoing task 6
The deal team vs. them. The more, the merrier 7
A yes means you’re just getting started. 8
The aftermath: hard part is over, but job continues 10
9Close it, whatever it takes.

27. Thank you.
Luca Bovone
luca@weareprojects.com