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Mr. RahulVijay
Managing Infrastructure Sourcing & Partnerships
Walmart eCommerce
Audience: Australian Startups @ elevate61...
Partnerships &
Sourcing
• Walmart eCommerce
• Model N
• Cypress Semiconductors
Startup
• Upriso
Business
Development
• WeV...
 Really! Pull model is always
better than push model.
 A consumer product like
iPhone is still widely used in
enterprise...
 Why would you reject free
marketing?
 Executives & Sourcing
professionals believe media
any day compared to the
best sa...
 Such a powerful point, but so
few ask
 Once you find it, use it.
 Mine is text messages.What
is yours?
 It is surprising how many
people do not ask.
 Most purchasing managers
will willingly share this info
 Do you have you...
 Codebreaker is a partner or
reseller or distributor the
target company is dealing
with
 Codebreaker already has a
relat...
 Totally ride on his or her
success!
 As Issac Newton said, "If I
have seen further, it is by
standing on the shoulders ...
 Personal touch always has an
edge
 Find something genuinely
impressive or good about the
decision maker
 Then make sur...
 Can you create a brand
image for your company
being the quickest?
 So many people win new
deals by being the quickest
t...
 Additional brownie points if you
can plot on the org chart your
supporters
 Use the supporters to help sell to
non-supp...
 Genuinely find good things
about the customers you talk
to
 Lot of people treat decision
makers as people who stand
bet...
 Can you covet the title
‘Trusted Advisor’?
 Sit with them, not across
them
 Don’t get the title ‘Pushy’
 If you are a small company,
try selling to smaller
companies first
 Time and resources to sell to
big companies are hug...
 Yes, it’s like dating!
 50% might say yes, 50% might
say no
 You might not be able to buy
lunch for some decision make...
 Any amount of convincing
will not move this mountain
 There are always customers
with some business
problems. Go after ...
 Do you have what it takes to stick
around for a while?
 Fortune companies generally like
to buy from companies of their...
 How quickly can you reach
the customer’s office if they
ask for a meeting?
 Hire local presence
 Decision makers love ...
 Introduction can lead to sale
or feedback; either way you
gain
 There are known use cases and
unintended consequences; in lot
of cases,it is the unintended
consequences that sell the
p...
 Possibilities are endless on
what you can do once you
are on the inside
 Not all companies will allow
badge access to v...
 Companies that spend less
time redlining the contracts
get a time advantage
 Very relevant for startup
companies that d...
 Warm handoffs as they say
 Harder to ignore a meeting
request when intro is made
by someone you know and
trust
 Treat them like how you
would treat the executive
 They hold the strings
 If they like you, they will
work for you
 Don’t boil the ocean
 Which sub-section of Fortune
100 would you sell to? -
Pharma, Internet, SaaS,
Telecom or Banks?
...
 Find if the decision-maker has
liked your product or service
 Sometimes decision makers
keep this information close to
...
 Models can evolve over time
 Example: A company sold to
the 1st customer@
$250/license and to the 10th
customer @ $2500...
 Catch executives when
gatekeeper is not there –
early morning or late
evening
 Gatekeepers are better at
saying no than...
 Some companies just don’t
do business with startups
due to risk reasons
 Check how many startup
companies your target
c...
 Psychologically, decision
makers like to deal with
people who they consider
equals
 Can you talk to the decision
maker’...
 Do not reach out to people
who are no longer with the
company
 Some even reach out to
people who are dead!
 Research has proven that inmail
is a very effective tool in
reaching key decision makers
 If you are sending
something(a package) to
decision makers, track it
 Research says 70% of items
don’t leave the mail r...
Mr. RahulVijay
Managing Infrastructure Sourcing &
Partnerships
Walmart eCommerce
rahulcvijay@gmail.com
+1-617-768-7161
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How to sell to Fortune 100 companies? - An Insider's perspective - By Rahul Vijay

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Having been on the inside of a bunch of Fortune 100 companies presenting an insider's perspective on what it takes to sell to Fortune 100 companies.

Published in: Business
  • Wonderful insight, Rahul!
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How to sell to Fortune 100 companies? - An Insider's perspective - By Rahul Vijay

  1. 1. Mr. RahulVijay Managing Infrastructure Sourcing & Partnerships Walmart eCommerce Audience: Australian Startups @ elevate61 Venue: Cuckoo’s Nest, 68 Willow Road, Menlo Park, CA
  2. 2. Partnerships & Sourcing • Walmart eCommerce • Model N • Cypress Semiconductors Startup • Upriso Business Development • WeVideo • The Startup Angel Management Consulting • Verizon Business • Hitachi Consulting Engineering • Software Engineer: Bank of America • Hardware Engineer: Dell Other Jobs • Internal Communications • HR • TV Production • Anchoring • Therapeutic Massages Mr. RahulVijay Managing Infrastructure Sourcing & Partnerships Walmart eCommerce
  3. 3.  Really! Pull model is always better than push model.  A consumer product like iPhone is still widely used in enterprise space
  4. 4.  Why would you reject free marketing?  Executives & Sourcing professionals believe media any day compared to the best sales guy
  5. 5.  Such a powerful point, but so few ask  Once you find it, use it.  Mine is text messages.What is yours?
  6. 6.  It is surprising how many people do not ask.  Most purchasing managers will willingly share this info  Do you have your I’s dotted and your T’s crossed?
  7. 7.  Codebreaker is a partner or reseller or distributor the target company is dealing with  Codebreaker already has a relationship  Make sure they are not selling your competitor’s products
  8. 8.  Totally ride on his or her success!  As Issac Newton said, "If I have seen further, it is by standing on the shoulders of giants."  Find a sales giant whose shoulder you can stand on
  9. 9.  Personal touch always has an edge  Find something genuinely impressive or good about the decision maker  Then make sure you praise them about those good things when you get a chance
  10. 10.  Can you create a brand image for your company being the quickest?  So many people win new deals by being the quickest to respond  Be on top of your communications  Hire an Executive Assistant or Intern if you are overwhelmed by the emails
  11. 11.  Additional brownie points if you can plot on the org chart your supporters  Use the supporters to help sell to non-supporters
  12. 12.  Genuinely find good things about the customers you talk to  Lot of people treat decision makers as people who stand between then and their $1M PO  Not a good attitude  Take a Dale Carnegie course to improve your LQ
  13. 13.  Can you covet the title ‘Trusted Advisor’?  Sit with them, not across them  Don’t get the title ‘Pushy’
  14. 14.  If you are a small company, try selling to smaller companies first  Time and resources to sell to big companies are huge  Long sales cycle (18-24 months)
  15. 15.  Yes, it’s like dating!  50% might say yes, 50% might say no  You might not be able to buy lunch for some decision makers as some companies have strict gift policy. Others you will be able to  Lot of executives and managers get a pulse on the various industries by talking to various companies and sales people  Even if you don’t get a sale, you get some tips
  16. 16.  Any amount of convincing will not move this mountain  There are always customers with some business problems. Go after them!
  17. 17.  Do you have what it takes to stick around for a while?  Fortune companies generally like to buy from companies of their size.  Be patient as you have a lot of companies to sell to before you reach to Fortune 100 Seed Funding Series A Series B Series C Series DIPO$200M$500M $1B $10B $50B $100B $250B$500B
  18. 18.  How quickly can you reach the customer’s office if they ask for a meeting?  Hire local presence  Decision makers love face- to-face meetings  Decision makers hate con- calls
  19. 19.  Introduction can lead to sale or feedback; either way you gain
  20. 20.  There are known use cases and unintended consequences; in lot of cases,it is the unintended consequences that sell the product or service  In 1968 Hitachi magic wand was launched as a back massager but in recent times, it has found use cases initially unintended
  21. 21.  Possibilities are endless on what you can do once you are on the inside  Not all companies will allow badge access to vendors, but worth a try
  22. 22.  Companies that spend less time redlining the contracts get a time advantage  Very relevant for startup companies that does not have full time legal staff
  23. 23.  Warm handoffs as they say  Harder to ignore a meeting request when intro is made by someone you know and trust
  24. 24.  Treat them like how you would treat the executive  They hold the strings  If they like you, they will work for you
  25. 25.  Don’t boil the ocean  Which sub-section of Fortune 100 would you sell to? - Pharma, Internet, SaaS, Telecom or Banks?  Would you rather ‘touch’ 100 prospects 3 times or ‘touch’ 300 prospects once?
  26. 26.  Find if the decision-maker has liked your product or service  Sometimes decision makers keep this information close to their hearts  But a keen reader of people can make out and devise strategies to counter it
  27. 27.  Models can evolve over time  Example: A company sold to the 1st customer@ $250/license and to the 10th customer @ $2500/license. They used initial customers as Guinea pigs
  28. 28.  Catch executives when gatekeeper is not there – early morning or late evening  Gatekeepers are better at saying no than executives
  29. 29.  Some companies just don’t do business with startups due to risk reasons  Check how many startup companies your target companies do business with  Some companies are open to doing business with a startup if they help with revenue generation and not to keen if they sell indirect goods/services space
  30. 30.  Psychologically, decision makers like to deal with people who they consider equals  Can you talk to the decision maker’s level at their level about their problems not putting them on a pedestal?
  31. 31.  Do not reach out to people who are no longer with the company  Some even reach out to people who are dead!
  32. 32.  Research has proven that inmail is a very effective tool in reaching key decision makers
  33. 33.  If you are sending something(a package) to decision makers, track it  Research says 70% of items don’t leave the mail room of big companies
  34. 34. Mr. RahulVijay Managing Infrastructure Sourcing & Partnerships Walmart eCommerce rahulcvijay@gmail.com +1-617-768-7161

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