Huw Davies - Sales & Marketing

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BCS/BEN Tech Startup School - Sales & Marketing - 4th October 2010

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Huw Davies - Sales & Marketing

  1. 1. BEN start-up slides<br />Huw Davies<br />Vertice Marketing<br />Confidential<br />1<br />
  2. 2. Going to market<br />My thoughts.....<br />Confidential<br />2<br />
  3. 3. Go to market strategy<br />Confidential<br />3<br />Company Evolves<br />Iterate<br />
  4. 4. Understand your ecosystem...example<br />Confidential<br />4<br />MY CO<br />+ <br />PARTNERS (h/w or s/w other)<br />operator<br />BANDWIDTH<br />Build partnerships to leverage position<br />Watch for inflexion points to exploit <br />manufacturer<br />consumer<br />COST<br />QoS<br />
  5. 5. How are you going to sell<br />Identify lead customers<br />Tactical?<br />Strategic?<br />Rabbits?<br />Elephants?<br />“Less is more” – careful, don’t block your hopper<br />Create sales channel<br />Direct via sales team?<br />Distribution?<br />Representative network?<br />Surrogate sales services?<br />Define metrics for success<br />Will differ as company evolves<br />Confidential<br />5<br />
  6. 6. Final thought<br />Don’t be afraid to refine your go-to-market milestones & goals......<br />"When the facts change, I change my mind. What do you do, sir?” - Churchill<br />Confidential<br />6<br />

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