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THE SECRETS OF SELLING BIG PROYECTS TO BIG COMPANIES
MISSION BRIEFING <ul><li>What is the strategy of big companies? </li></ul><ul><li>How should a startup work with a departm...
WAS IS THE STRATEGY OF BIG COMPANIES ALL ABOUT? <ul><li>Big companies act only upon a set of strategic lines dictated by t...
HOW IS THE RELATIONSHIP WITH A DEPARTMENT TO BE MANAGED? <ul><li>The customer is the department not the enterprise. </li><...
WHICH BUREACRACY IS INVOLVED? <ul><li>Administrative departments of big institutions like to make deals with other adminis...
HOW TO GET INTO A BIG ACCOUNT? <ul><li>Seek for the right internal contact. </li></ul><ul><li>Present a product that creat...
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The secrets of selling big projects

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Charla en Startupbootcamp junio de 2011

Published in: Business
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The secrets of selling big projects

  1. 1. THE SECRETS OF SELLING BIG PROYECTS TO BIG COMPANIES
  2. 2. MISSION BRIEFING <ul><li>What is the strategy of big companies? </li></ul><ul><li>How should a startup work with a department? </li></ul><ul><li>Which bureaucracy will the startup face? </li></ul><ul><li>What does the big brother expect from you? </li></ul>
  3. 3. WAS IS THE STRATEGY OF BIG COMPANIES ALL ABOUT? <ul><li>Big companies act only upon a set of strategic lines dictated by the excutive officers. Nothing is done out of that directives, even if it makes sense. </li></ul><ul><li>All strategic planning is secret and they will not tell you about it. </li></ul><ul><li>Usually, contents of the former secret planning is actually naive and rather rudimentary. </li></ul><ul><li>Do not count on a Big Company selling your product. Usually they only resell well know brands and even if they agree to resell your product they will do usually in an attempt to learn how to build it themselves and get rid of you afterwards. </li></ul><ul><li>Big company like new products that gave them a competive advantage, but only mainstream products and rarely anything really disruptive. </li></ul>
  4. 4. HOW IS THE RELATIONSHIP WITH A DEPARTMENT TO BE MANAGED? <ul><li>The customer is the department not the enterprise. </li></ul><ul><li>Departments are like small companies. They have their own budgets and objectives. </li></ul><ul><li>Any product that disturbs the balance of status quo among departments is likely to be sabotaged by one or more of them. </li></ul><ul><li>For a middle manager, trusting the supplier is more important than saving the last cent. </li></ul><ul><li>Middle managers need to justify why they chosed you. </li></ul><ul><li>Top managers will not be able to protect you against middle managers. </li></ul>
  5. 5. WHICH BUREACRACY IS INVOLVED? <ul><li>Administrative departments of big institutions like to make deals with other administrative departments that are as big as them and have similar operating procedures. </li></ul><ul><li>Big companies buy by signing agreements with certified providers except when a new disruptive technology appears, then there is a better chance for small startups to get in. </li></ul><ul><li>Do not get obsesed with being promoted to certified supplier nor wait for months for an strategic agreement that never comes, there are workarounds for selling without a certification or contract. </li></ul><ul><li>In Spain big companies pay in 90 to 180 days. </li></ul><ul><li>The middle manager of a department has diffrent focus than the central authority for company purchases. The fist wants to buy trust, the second is only interested in price. </li></ul><ul><li>Pay attention very carefull attention to the details of each contract. Invest in advice about them. </li></ul>
  6. 6. HOW TO GET INTO A BIG ACCOUNT? <ul><li>Seek for the right internal contact. </li></ul><ul><li>Present a product that creates a competive advantage. </li></ul><ul><li>Present company references, if you do not have any company references then present your personal references. </li></ul><ul><li>Build trust. </li></ul><ul><li>Get rid of any bureaucracy barriers like certifications. </li></ul><ul><li>Be patient, move slowly at the begining then fast when the time has come. </li></ul><ul><li>Achieve little short term wins. </li></ul><ul><li>Invest in the future but do not work for free nor give free training courses to the big company staff. </li></ul><ul><li>Read the details of the agreements. </li></ul><ul><li>Have an exit plan. </li></ul>

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