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10 Steps for Great Business Development and Sales Deals

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On this presentation we talk a bit more about SendGrid Accelerate, our startup program, as well as insights on when / how we have scaled in addition to 10 help tips on how to close deals with major tech companies, when you are just a small startup.

This version specifically was presented at 21212 Accelerator in Rio de Janeiro, Brazil.

Published in: Business
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10 Steps for Great Business Development and Sales Deals

  1. 1. 1 SendGrid Accelerate Growth Lessons from Scaling SendGrid
  2. 2. 2 BUT, Who the hell are you? Pedro Sorrentino @pedrosorren • Founder (2 companies) – Sold One, Failed the other • Early Stage SendGrid Employee • BD & Sales Experience • International Growth Experience
  3. 3. 3
  4. 4. 4
  5. 5. 5 To put this into perspective, it took 49 months to hit our first 100 billion. Ten months later we hit 200 billion. It will take 8 months to hit 300 billion emails.
  6. 6. 6 Techstars Demo Day
  7. 7. 7 Techstars Demo Day 6MM Series A 20MM Series B
  8. 8. Deliver Email That Matters
  9. 9. SendGrid | The Story SGA | 2014 FIXING EMAIL, FOR US & YOU Delivering email is HARD. So, we built a proven platform to power your email application and customer engagement communication. 2009 TechStars Graduate 2010 – 1B emails 20 employees 2011 – 10B emails 40 employees 2012 – 40B emails 90 employees 2013 – 100B emails 180 employees Today – 200B emails to date 200+ employees
  10. 10. Global Presence | Support SGA | 2014 Los Angeles | San Francisco | Denver | Boulder | New York City | Providence, RI | São Paulo | London | Romania | Tokyo
  11. 11. 20% of the worlds wanted email does NOT reach the inbox
  12. 12. SGA | 2014 Delivering 16+ billion emails per month for 180,000+ customers
  13. 13. #SendGridEverywhere SGA | 2014
  14. 14. 10 Steps for Successful BD and Sales.
  15. 15. 1. Swarm the Org. Who Reports to Who? People Left. People Die. People Move On. YOU, Don’t Give Up.
  16. 16. 2. Find your Champion Who is going to be the crazy one that will support you? What are your goals? How can you help your partner sell more?
  17. 17. 3. Do Their Work! Understand the dynamics of their company. YOU are not their priority But you can hack the system
  18. 18. 4. I am in the neighborhood =)
  19. 19. 5. Tier up and Scale Up
  20. 20. 6. Don’t look like a sales guy. Bring PM and Engineer. Use your internal resources in an intelligent way For the most part your answers is yes.
  21. 21. 7. NO is just the beginning No is not a bad thing. Silence is a much worse.
  22. 22. 8. Sell on Fear
  23. 23. 9. Offsite to close the deal. 80% fun 20% work Winning is just the beginning What matters once the deal is closed?
  24. 24. 10. Start Small. But Start Somewhere.
  25. 25. Bonus: be an essentialist.
  26. 26. Accelerate Program
  27. 27. SGA | 2014 Program Details CRITICAL CUSTOMER ENGAGEMENT You need email. We have email. …and more! We’re here to help you. • Exclusive SendGrid product discounts. • Mentorship from our people – founders, execs, community team. • Best Practices knowledge-sharing • Early access to beta test new products and features. • Amplification – we’ll use your product, tell our friends, and help your voice reach the world.
  28. 28. GRACIAS! pedro@sendgrid.com| @pedrosorren

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